Home based

Account Development Director

circa £65,000 plus 30% bonus

Ref: VR 01177 - Home based - circa £65,000 plus 30% bonus

Job Title:       Account Development Director

Reports to:   Sales Director / Business Development Director

Job Purpose   To drive Group’s relationship with a number of major accounts, with specific responsibility to grow the business with these accounts. In order to achieve this the ADD will need to ensure that our services are based on value propositions and that the right KPI’s are in place to measure performance. To grow the business with existing customers by selling and developing additional services. To effectively increase new business opportunities by winning new business within the account portfolio. Management responsibility for the designated Account Development Manager(s) (if applicable)  within specific customer areas. The ADD is effectively the focal point for coordinating our business with the customer and will ensure that development plans are in place covering all areas of performance improvement. The role will involve taking a commercial overview and implementing price proposals that will result from the output of the cost to serve model. The company will be positioned effectively to be attractive for forthcoming bids and relationships at Senior Levels will be developed to ensure there is a wide perception of our capability, increasing our sphere of influence. ______________________________________________________________________________

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Main Duties and Responsibilities

 

1. Drive relationships with a number of major accounts.

• Ownership of the strategic direction of a portfolio of key customer accounts.

• Create multi point senior level relationships

• Identification and delivery of new revenue opportunities through customer interaction.

• Set individual account plans and agree growth objectives for each customer.

2. Grow the business with existing customers

• Refine and develop key customer relationships in order to enhance business revenue.

• Set individual account plans for each customer and cascade to the Account Development Manager (where applicable)

• Understand customer requirements and develop effective solutions, whilst examining the potential risks and benefits associated with each customer.
   
• Help define and communicate our value and focus on moving company position from transactional / commodity to become a more strategic partner.

• Identify new services required and promote/develop additional services with the assistance of the Account Development Manager(where applicable)

• To confidently present and sell the response.

• Negotiating and closing new contracts as required.

• To drive towards innovation and exceeding expectations.

• Deal with any customer complaints proactively solving problems wherever possible. If unable to deal with the issue directly, forward the issue to the relevant person ensuring that it is dealt with.

• To ensure customer retention.

3. Increase new business opportunities

• To develop awareness of the clients’ strategy and share within company operations and functional management teams so that they can support the account development requirements.

• To effectively increase new business opportunities by winning new business within the account portfolio.

• To become an expert on the full company services portfolio with market knowledge of the automotive and fleet management solutions industry, and gather market information regarding competitors.

• Use initiative to identify further ways to grow revenue by adapting a more selling based approach and promoting a more value based proposition. This will include wider networking within the Company. 

 

• To produce reports relating to market knowledge and proposals for increasing new business opportunities (including pricing proposals) as required by the Sales Director / Business Development Director, with assistance of the Account Development Manager (where appropriate).  

 

4. (Where Relevant), Management responsibility for the Account Development Manager(s)

 

• To lead, manage and develop the designated Account Development Manager within your specific customer area.

 

• To set Key Performance Indicators and objectives and monitor performance on a regular basis.

 

• To ensure the Account Development Manager is meeting pre-defined growth objectives in line with the individual account plans for each customer.

 

• Meeting with the Sales Director / Business Development Director on a quarterly basis to review progress in relation to achieving the objectives as defined by the customer account plans.

 

 

5. Other requirements of the role

 

• To project a highly professional Company image at all times.

 

• To represent the Company at industry events as required by clearly demonstrating knowledge and expertise of the Company.

 

• To ensure good levels of communication at all times with both internal employees and external clients.

 

• Debriefing into the business any relevant changes or new account with a complete structured debrief

 

6. Success Criteria

 

• To achieve personal objectives and business development targets
   
• To develop new relationships and networks within target customers and the wider supplier base
   
• To support the Business Development Director / Sales Director and the wider Sales Team in achieving the overall group objectives

 

• To work effectively with Operations, Logistics, IT, Finance and Remarketing teams to provide a professional image of the company

 

 

 

PERSON SPECIFICATION

 

Post:  Account Development Director

 

Education/Qualifications   Degree in relevant discipline or equivalent experience.

Experience/Knowledge / Skills   Have a complete knowledge of the business and the Group Offerings Previous experience in managing and developing staff, including setting and measuring objectives, mentoring junior staff and providing constructive feedback. Commercial awareness of the automotive industry and fleet management solutions. Proven experience of meeting and exceeding sales targets and preferably leading a sales team. Selling and Presentational skills Experience of increasing Company revenues. Previous experience of identifying and developing new business opportunities or sales leads. Experience in influencing, negotiating and persuading at a senior and exec level. IT literate and competent in all Microsoft applications. Experienced in managing multiple projects simultaneously. Commercial awareness and financial literate to support the bid process and analysis of margins Full UK Driving Licence.

Personal Characteristics   Ability to develop strong customer relationships, understand customer requirements and develop effective solutions. Ability to build a network of professional contacts. Excellent communication, negotiation and interpersonal skills. Strong ability to persuade and influence others. Ability to produce business proposals and presentations. Ability to pitch services to customers confidently. Excellent organisation and time management skills. Ability to work under pressure and meet deadlines. Strong commercial and financial acumen: Delivering financial targets, growing revenue and tracking progress. Ability to think creatively. High levels of self motivation