We are seeking a highly skilled and motivated Strategic Account Director to lead and drive the growth within our Audio Visual and MPS divisions specifically targeting large enterprise and public sector accounts.
The ideal candidate will possess a blend of strategic thinking, business acumen, and exceptional communication skills, with a proven track record of managing high-value client relationships in a dynamic environment at an enterprise level.
Key Responsibilities
Relationship Management:
* Build and maintain strong, long-lasting relationships with key stakeholders at client organisations to become a trusted advisor and partner in their success.
Strategic Planning:
* Develop and execute strategic account plans that align with both client goals and company objectives, identifying growth opportunities and areas for enhancement.
Business Development:
* Proactively identify new business opportunities within existing accounts and new logo business and drive initiatives to expand our footprint, ensuring alignment with clients’ evolving needs.
Client Engagement:
* Schedule and lead regular strategic meetings with clients to assess progress, gather feedback, and adjust strategies as needed to ensure continued satisfaction and success.
Market Insight:
* Conduct thorough market research and stay updated with industry trends to understand competitive dynamics, enabling you to advise clients effectively and identify new opportunities.
Negotiation and Contract Management:
* Lead negotiations for contract renewals and new business agreements to ensure favourable terms that benefit both the client and the organisation.
Experience Expected
* Minimum 5-7 years of proven sales, business development or account management track record in a field-based role and business to business environment.
* Ideally knowledge of professional and consultative sales selling approaches and the ability to build and sustain long term relations with clients to drive revenue.
* Excellent proven track record of managing a client base and closing business opportunities of a high calibre.
* Very strong customer-facing experience and exceptional communication skills.
* Natural ability to build rapport and maintain effective and trusting relationships with clients.
* Ability to communicate, influence and negotiate extremely effectively at all levels of seniority within a company.
* High degree of self-motivation, strong commitment and result oriented. Excellent ability to manage time and workload.
* Experience with digital communication technologies such as AV, video conferencing and digital signage would be a distinct advantage.
* A strong technical understanding of the product set and the ability to transfer that into a client’s need would also be a very desirable experience.
Core Competencies Expected
We understand that sales is a tough business. So, whilst experience is useful, there are a few other important attributes that we look for:
* A good salesperson won’t be put off by a bad sales day. It helps to be thick skinned and positive, understanding that we can influence and change the outcome.
* Commitment: You are going to get lots more no’s than yeses. You must be patient and put in the effort to get the right results. You have got to be willing to see out the business development phase of 12-18 months, which tends to be one of the toughest parts of the Account Management role.
* Manage your time well and you get better results. Less than 2% of sales come from the first call. Over 70% of sales happen between the 6th and 10th call. So follow up, follow up and follow up!
* Team Player: Yes, there can only be one “Top” salesperson, but not much good without a top team around them. We try and create an environment which supports team comradery and encourage our salespeople to work as hard for their team objectives as they do for their individual ones.
Seniority level
* Mid-Senior level
Employment type
* Full-time
Job function
* Business Development and Sales
* Industries
* Business Supplies & Equipment
#J-18808-Ljbffr