Sector Manager

As the Sector Account Manager, you will be responsible for the revenue and profit growth of Key Customer Accounts within your defined Industry Sector(s) across the UK.This may be Public Sector, Insurance or Facilities Management. Ensuring the full breadth of company products and services are promoted to new and existing customers

It will be your job to maximise sales opportunities through the development of existing and acquisition of new key customer accounts, whilst increasing Industry presence of the full range of  products and services.  

Responsibilities

1. Personally manage and develop major and complex accounts against defined revenue and profit targets, ensuring account retention, strategic development and maximising profitability.
2. Identify and build a pipeline of qualified sales opportunities, including International, ensuring new business product and revenue targets are achieved in line with business forecasts.
3. Raise awareness and profile of the company and self, within defined Industry Sectors.
4. Identify and lead major account and new business tenders. Achieving all sales and other targets to improve business performance.
5. Develop strategic account plans for all key customers, focussing on developing strategic relationships, cross / up selling and driving innovation.
6. Monitoring account performance against contractual SLA’s and account plans, taking corrective action to ensure account retention and profitability is optimised.
7. Ensuring close liaison with operational departments to achieve high levels of customer satisfaction through effective management of customer process.
8. Maintaining comprehensive/accurate information on CRM for all accounts covering all the product areas, key contacts, proposals and activity. Ensuring all customer meetings are recorded and actions are completed in agreed timescales.
9. Creating and delivering appropriate account review process (Operational and Strategic) to ensure all customers have an appropriate interface with the business on an agreed frequency, to ensure high levels of customer satisfaction and retention.
10. Driving the ‘customer is king’ mentality throughout the group. Fully understanding customer needs through the adoption of a consultative sales style and communicating these effectively internally within the business.
11. Delivering regular forecasts of customer requirements into the business and working with internal and external stakeholders to deliver innovation to key customers.

Ensure Treating Customers Fairly (TCF) is embedded in the culture  to deliver the six customer outcomes of right culture, right information, right delivery, right targeting, right advice, and right post sales treatment.

Risk Management

(To be added by HR after evaluation)

(Approved Persons only)

Ensure compliance with the regulations of being an Approved Person for the controlled functions, as noted above, as per the Statements of Principle and the Code of Practise for Approved Persons in the FCA Handbook.

Health and safety requirements

Conduct yourself, and carry out work, to ensure compliance with the Company’s Health, Safety and Environmental Policies.

The Individual

Capability, Knowledge and Experience:

• Experience in accurate forecasting
• Individual customer targets and objectives are achieved or exceeded
• Tendering and winning new business
• Achievement of KPI’s and SLA’s
• Delivery of high levels of customer satisfaction and feedback
• Previous experience of managing complex products and services and customer requirements
• Highly motivated – able to work with minimum of supervision
• Innovative and entrepreneurial
• Relationship building skills at Board level – internal and external
• Articulate – spoken and written / high level
• Computer skills – MS applications
• High level Negotiation & Presentation skills
• Team player – ensure that any wholesale product upgrades / changes / new products are discussed with and managed by the Product Manager

Education and Qualifications:

Personal Characteristics:

• Self-motivated - takes the lead in driving success at an Industry and account level
• Leverages the strengths of others in support of partners and third parties
• Openly communicates information throughout the organisation
• Demonstrates a commitment to organisational goals and works to achieve those goals
• Challenges convention where appropriate to improve performance, services and quality.
• Coordinates the supporting team members in IT, Data and Client Services to deliver client requirements