Central Government Account Director

Central Government Account Director

This role is predominantly a field based, customer facing sales role, responsible for deep relationship development to deliver margin growth within a number of strategic accounts, as well as adding net new customers.

There is also a career opportunity to grow a team once you have developed your portfolio of accounts and should you wish to direct yourself down this path.

Sales

* Identify & proactively maximise opportunities for sales growth.

* Deliver sales to achieve targets.

* Develop and maintain strong relationships with all key decision makers within allocated and target accounts.

* Work with and through the relevant specialist sales resources to develop new and existing lines of business.

* Own, manage and control the preparation of bids, tenders and RFIs / RFQs, and use allocated resources to ensure that high quality bids are submitted in a timely fashion.

* Allocate relevant focus and time to each customer and opportunity to deliver against the sales target.

* Achieve a minimum of 4-6 face-to-face customer meetings per week and ensure meetings have a formal agenda / objective and that meeting notes and actions are recorded.

* Identify and creatively resolve barriers to sales in individual opportunities.

* Ensure all actions from customer communication and meetings are distributed to the relevant personnel and are responsible for the outputs in a timely and efficient manner.

* Lead partner engagement with key and strategic partners.

* Create and maintain 5 account plans for quarterly presentation to Sales Director and Sales Manager.

* Increase customer engagement through spend frequency.

Planning and Forecasting

* Take a lead role in the planning and development of the Account sales strategies.

* Build a short, medium and long term sales pipeline of opportunities to the level required by the business - currently three times the annual sales target.

* Forecast sales pipeline weekly.

* Develop and action working account plans using the company templates, and review monthly with your line manager.

* Manage your time effectively to ensure that no customer is disadvantaged.

* Attend vendor training and personnel training courses as requested by Management.

Person Specification:

* Knowledge of value-based sales processes and how they are applied in practice.

* A good understanding of the Central Government market influences and trends, and the competitive landscape.

* Expertise to enable the provision of consultative services, and knowledge transfer to the targeted customer base.

* An understanding of the dependencies of IT on public sector efficiency, and how this converts into customer value.

* An in-depth knowledge of how organisational structures and decision-making processes affect purchasing decisions.

* An understanding of return on investment methodologies from a customer and personal sales target perspective.

* A broad understanding of the company's goals, and the Sales strategy in particular.

Skills

* Review customers, plan development and deliver against those plans.

* Demonstrate business value at Board or Director level in order to gain commitment. 3 Internal

* Interpret business issues and translate these into technology or people-based solutions.

* Analyse sales data to understand current sales performance and improve ongoing performance. * Verbally communicate precisely, effectively and with authority to both individuals and groups.

* Manage multiple tasks and conflicting priorities effectively.

* See tasks through to completion and within agreed timescales.

* Write clear, concise business English.

* Create concise, accurate and engaging presentations.

* Manage both your emotions, and the emotions of others.

Package:

An attractive package is offered including:

• Competitive Salary
• Commission
• 25 days holiday (rising to 27 days with service)
• Pension scheme
• Private Healthcare
• Life Assurance