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Role Public Sector Account Manager – Automotive
Based South
Salary £30,000 - £35,000 ote £45,000

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Job Title: Public Sector Account Manager Department: Commercial

Reports To: Relationship Manager - Public Sector Date Prepared

Purpose of Role:

The Public Sector Account Manager role is a field-based position dedicated to strategically develop a portfolio of customer relationships to ensure loyalty to  the client as a supplier. This role has four key objectives:

1. Customer visits
2. Portfolio management
3. Value added products
4. Strategic reviews and reporting

To ensure adherence with the relevant legislative and company compliance requirements, standards and procedures (e.g. IIP, FSA, Quality, Compliance etc)

Main Elements of Role:

The candidate for this role must have a successful track record in a business to business account management environment where there is a strong focus on the customer. A depth and breadth of commercial understanding is necessary to support the negotiations likely with a complex financially based product offering.

Customer visits
• Communicating and visiting customers at agreed intervals.

Portfolio Management
• Maintaining and growing the existing business portfolio.

Value added products
• Increase penetration of additional ING products.

Strategic reviews and reporting
• Deliver informative management information to drive behavioural change.


Key Traits:

1. Professional
2. Enthusiastic
3. Focused
4. Driven
5. Creative
6. Flexible
7. Experienced
8. Self motivated
9. Structured
10. Consistent
Main Accountabilities and Responsibilities:

Customer visits
• To manage structured monthly / quarterly / annual review meetings to ensure the client is meeting agreed service levels and delivering against set objectives.
• Completion of meeting minutes with dated actions.
• To create a strong network of contacts across the customer base covering all day-to-day, decision maker and stakeholder personnel.
• To identify and implement efficiencies to existing customer processes, ensuring procedure documents are accurate at all times.
• Able to present information in written and presentation format.

Portfolio Management
• Achievement of all financial and activity sales targets.
• Ensuring detailed customer records are fully maintained on CRM.
• To work with the new business sales person to affect a professional handover of newly signed accounts.
• To ensure that credit facilities and relevant contractual documentation are drawn up in compliance with the commercial, marketing and legal policies.

Value added products
• To provide consultancy on key fleet issues such as risk, environment, car policy, cost saving opportunities, etc.
• Monthly identification and targeting of key opportunities.
• To continually update and develop knowledge of the overall marketplace,  product portfolio and competitor activity.

Strategic reviews and reporting
• Reporting back to the Relationship Manager - Public Sector on a weekly basis (management reporting).
• To work closely with Customer Services to ensure excellent service delivery to customers


Person Specification:
Education Level:

Previous Experience – Essential:

Previous Experience – Desirable:

Systems / Equipment specialism:


Languages:

Driving Licence Required: Graduate or similar experience-based qualification.

At least two years in a consultative sales position.

Fleet or related industry experience.

Web applications; CRM software; Advanced Excel; Advanced PowerPoint; Advanced Word

Not essential

Yes


Competencies Required: (either in evidence during interview or to be developed on the job)
Relationship Building Creating and establishing excellent prospect relationships that will ultimately evolve into long term profitable relationships.

Communication Being able to communicate at all levels.

Influencing Having the ability to sell and negotiate at board level. Working in a conceptual environment demonstrating the features / benefits of a strategic product offering (not commodity).

Self Motivation Demonstrating continual drive and commitment in a highly competitive and mature market place.

Professionalism and Integrity Maintain at all