Senior Key Account Manager-Express Parcels

A FANTASTIC OPPORTUNITY has arisen for a SENIOR KEY ACCOUNT MANAGER within the EXPRESS PARCELS market to work for one of the UK’s leading Express Parcels organisations.

The role of the Key Sector Account Development Manager is to retain and develop existing customers within a defined sector of HEALTHCARE and FOOTWEAR with the overall objective of growing the total revenue generated and achieving the sales targets. Accounts will typically be medium to large in size and complex. Support and engagement from other departments across the organisation will frequently be required to successful meet the needs of the customer. The Sector Account Development Manager will be predominantly based in the field and will meet customers face-to-face. The role will require significant travel.

NATIONAL KEY ACCOUNT MANAGER – EXPRESS PARCELS

PORTFOLIO of 10 Accounts within the HEALTHCARE and FOOTWEAR sector who are either high value or have a high potential to increase spend of wallet. The role will cover specific sector accounts across the whole of the uk.

KEY WORK OUTPUTS & ACCOUNTABILITIES

• Establishes and maintains effective relationships with customers and always acts with customers in mind, meeting their expectations and requirements by proactively obtaining customer information, recommending compelling solutions to more complex customer needs.
• Identifies and develops strong on-going high level relationships within existing key customers.
• Oversees the successful implementation of plans within all key customers and ensures optimal resource allocation to achieve revenue growth, gross margin, product depth and retention targets. Provides internal reports to the Regional Manager as required.
• Engages in discussions and negotiations with customers with a high degree of autonomy to reach a point of mutual agreement keeping commercial factors in mind and in line within parameters agreed by the Regional Manager and Account Management Director
• Monitors the wider market, competitor activity and industry developments to identify risks and opportunities. Engages with Sales Managers to understand customer and industry trends and updates account management plans in response
• Demonstrates the benefits of the companies products and services and responds appropriately to a customer’s requirements.
• Develops and implements account management plans in line with the company sales strategy, ensuring all the companies products and services are represented and wallet share is maximised.
• Develops own customer portfolio plan ensuring time is allocated across all customers in relation to their overall value to the company.
• Uses the sales tools in line with the agreed sales process to maintain and develop sales pipeline and customer information.
• Works alongside the support and operations team to ensure that all existing customers are set up and managed effectively.
• Engages with sales leadership and other functions to influence; marketing, pricing and targeting setting in own territory and feeds back market intelligence gathered through the selling process.
• Attends team meetings and contribute as necessary on own individual performance, prepares for manager review meetings and completes sales activity reports accurately and on time.

KEY SUCCESS MEASURES

• Achievement of sales targets. (May include; customer retention, gross margin and portfolio/territory value etc.)
• Achievement of all targeted activities; including calls, meetings and proposals.
• Management assessment of focus and achievement relating to personal skills and knowledge development.
• Management assessment of influence and impact of behavioural contribution to overall business goals.
• Accuracy and timeliness of management, administration and reporting updates.
• Accuracy and timeliness of pipeline and forecast reporting.

ROLE COMPETENCIES

• Understands the essentials of sales
• Demonstrates effective sales preparation and planning
• Manages customer interactions and builds relationships
• Identifies the customers needs and challenges
• Creates solutions that the customer values
• Demonstrates effective sales follow-up and builds credibility

PERSON PROFILE

Experience ideally working within Express Parcels looking after accounts within the Healthcare and Footwear sector
Knowledge of business-to-business sales processes and procedures within the carrier industry
Committed to customer care
Proven sales ability
Tenacious and target driven
Good communicator at all levels
Excellent team player
Commercial acumen
Able to present complex information face to face
Adaptable and able to sell into diverse customer base
Proven experience in working to and exceeding targets
Experience of managing, retaining and developing customers
Experience in the parcels industry
Experience of working within a corporate structure
Experience of completing sales forecasts and budgets