Major Accounts Manager – FM

Andrews Sykes is the UK’s largest specialist hire company. We provide the best pumps, heating and cooling equipment for virtually every need, location and application.

Due to continuing growth we are seeking a Major Accounts Manager to develop revenue and retain business within the Facilities Management sector, ensuring the delivery of agreed targets for both cost and service. To develop a formal key account control process for all defined customers that ensure the business understands and meets customer service expectations at all times.

Covering predominantly the Midlands and South West area the main duties are:

Identify and define opportunities within the FM sector.
Actively develop and maximise sales revenues for group products and services with existing customer base.
Liaise closely with the Northern and Southern FM Major Account Managers to develop a coherent strategy.
To fully understand client requirements and changes within their business operations that may impact on our services.
To develop relationships at all levels between companies to ensure maximum contact surface between companies is achieved.
Actively utilise existing customer data to identify business opportunities and arrange customer visits in conjunction with the HVAC and Specialist Hire sales teams or relevant staff member as appropriate.
To develop new business strategy when entering into new market sectors.
Development and implementation of marketing/PR plans in designated sectors (i.e. ideas for email campaigns, press articles, blogs, case studies, shows/exhibitions and other creative activity to drive enquiry levels etc)
To assist in dispute resolution where the dispute cannot be dealt with at a local level.
To collate and follow up incoming sales leads and equipment requirements for nominated accounts and direct through the sales teams and depot network.
To fully understand the purchasing process within each Major Account and to develop systems and processes that maximise our ability to develop ongoing business with your Major Accounts.
To monitor account revenues, and activity levels to ensure effective planning can be targeted to maximise opportunities and contact surface between companies.
To regularly report on client visit outcomes/meetings also confirming all meeting detail in writing with client.
To provide local sales leads and contact information to designated salespeople/depot managers.
To liase with local depot managers to ensure sales opportunities are fully optimised.
To produce new business, price increase and extension business forecasts.
To attend and actively work at designated exhibitions/ shows as required.

Experience required:

Extensive experience of selling to the target market
Demonstrate a successful track record in structured selling
Demonstrate self start and high work ethic
Selling and presenting to buyers, specifiers and end users
Excellent internal influencing skills
Numerate, IT proficient – Spreadsheets, PowerPoint, word, outlook etc
Current driving licence valid in the UK

Desirable:

Worked in direct selling in B2B in technically based services e.g. FM, construction, M&E, manufacturing, technical services or similar
Successful selling background in hire or rental type services
Worked in a key/national account role