Account Director

the Opportunity:

Quantum Marketing is an organisation on the edge of a huge increase in revenue through growing the existing business stream and developing new services for our core and new client base.

With the ambitious growth plans for the company, there will be many opportunities for progression or moves into different areas to broaden skills. This is a good position for anyone who has the right skills and behaviours to move across to a sales management role and build his/her own team, although there will still be plenty of rewards and challenges for anyone who wishes to focus on sales and not management.

This role carries personal sales targets – with uncapped commission on all sales including repeat business. Quantum Marketing’s clients are blue chip and in the technology sector – client contact is at senior level, and the emphasis is on a collaborative, consultative approach, not a transactional, commodity sell.

Quantum Marketing is committed to learning – both for individuals and also organisationally. We are open to new ideas and there are always opportunities for people to develop and make their mark – particularly if they have an entrepreneurial flair and flourish in a high performance culture.

The Role:

The role of the Account Director is to set the strategy and develop and manage sales relationships with our key clients in order to achieve their team target of £4m.

The key objective of the Account Director is to meet or exceed his/her team targets by maximising opportunities with existing key clients and developing the individuals within the team.

The Account Director is responsible for both managing the relationship with existing clients with the aim of ensuring that the client’s programme objectives are met and that new business is gained, as well as identifying new opportunities with the clients, globally.

The Account Director will act as a positive role model for the organisation, in particular the sales team and will be expected to coach and mentor and pass on his/her knowledge and skills to others, outside his/her own team, informally and formally.

Accountabilities and Outputs:

• Develop a pipeline of opportunity for sales, which includes a mix of blue chip prospects and services, in line with the marketing strategy:

• Build the strategy for each account
• Identify and target senior decision makers
• Develop effective business and commercial contacts within targeted organisations.
• Prepare winning quotations, tenders and sales proposals
• Position Quantum Marketing as an organisation which is adding value to the client

• Develop personnel.

• Meet and exceed sales targets by focused account coverage:

• Develop campaigns working to the Quantum Marketing sales programme.
• Deliver sales which provide positive margins and cash flow for Quantum Marketing and which enhance Quantum Marketing’s reputation for quality and services in the IT marketplace

• Develop strong working relationships with clients:

• Ensure regular and effective communication
• Ensure clients are satisfied with the service Quantum provides

• Ensure consistent and timely communication of progress against targets to the Head of Sales

• Produce weekly / monthly pipeline / activity reports

• Work alongside the marketing and operations teams in developing initiatives to maintain and increase sales via an excellent client relationship.

• Develop awareness of industry sector / issues and analyse client business requirements.

• Monitor competitors positioning, services and promotional activities.

Key Performance Indicators:

The areas below will form the basis of measurements of success in this role:

1. Revenue & Profitability
2. Cost effectiveness/productivity
3. Client mix and profile
4. Retention ad development of direct reports
5. Product mix and profile
6. Internal client satisfaction – in particular, the Client Delivery team
7. External client satisfaction
8. Continuous improvement/best practice

Key Experience:

Essential:

• Minimum of 15 years direct sales experience with at least 5 years of those years spent selling direct to senior (c-level) decision makers
• Demonstrable history of having a selling strategy
• Strong track record in selling – able to demonstrate year on year improved performance as skills develop
• Account development – able to demonstrate business expanded within client base
• Business to business
• Blue chip client base
• Service Sector sales
• Technology sector experience
• Contact level within client base at senior level
• Passion for customer service
• First class communication skills
• Strong track record of developing and retaining sales people
• Strong track record of taking responsibility and driving towards the sales target

Desirable:

• International sales experience
• Additional European language (other than English)

Skills:

• Excellent presentation skills – demonstrate the ability to engage and persuade both one to one and to groups

Qualifications:

Preferably educated