Reporting into the SAM Sales Manager (HSAM), the purpose of the Strategic Account Manager is to:

• Develop and win new business opportunities with existing and target strategic accounts

• Build and maintain strong strategic relationships with key individuals in client accounts

• Lead the strategic sales priorities and implementation for accounts, based on opportunities,

framework and service agreements, to maximise revenue delivery and growth

• Introduce new products and services which are added to the Company portfolio through acquisitions and

new product development

• Support strategic bids and be a major contributor to the bid process and team

• Be the local lead and representative for colleague’s accounts, where geographical strategic support is

needed, including liaison with Strategic Account Managers (GAM’s) to drive sales and pipeline

opportunities

Key Responsibilities:

Results driven delivery

You will manage a selection of strategic accounts and be responsible for winning business from a target group

of logos, with an annual combined revenue value of £0.5-3m initially, depending on mixture of existing and

new client priorities, working on growing this significantly year on year. You will be responsible for creating

the implementation strategy for new sales in your accounts and working with Company teams as needed to

achieve success. Retention, revenue growth and new logo wins will be the key performance indicators use to

measure success.

Account Management skills

You will be responsible for the development and delivery of strategic account plans, which maximise the

Company opportunity for revenue, in line with group growth objectives and priorities. You will ensure continual

development of each client’s business focus and strategy, you will grow the network of influencers in each

client organisation and will maintain an active pipeline of opportunities, prioritising workload to ensure client

satisfaction and maximum revenue growth. This will involve proactive engagement with other Company teams,

including marketing, Service Delivery (SD) and Service Delivery Support (SDS) as needed to put your account

and targets into the best shape possible for success.

Your Future. Our Focus | 2

Pipeline management skills

You will need to manage your client pipelines to ensure that they are sufficient to meet the relevant targets,

engaging with Company colleagues and other local SAM’s to maximise the opportunities you develop, through

local relationships and contracts. This will include ensuring the accuracy of values, sales stages, dates of

actions and likely closure timelines. Where your overall pipeline is not in the right shape, you will take action

to correct this and ensure it gets back on track in a timely manner. Your pipeline will be an accurate reflection

of your sales forecast at any given time.

Preparation and delivery of account plans

You will ensure that any strategic account under the management of your team, has an up to date, viable

account plan, which is driving the strategic growth initiatives for the account and which can be clearly

articulated by the relevant sales person, at any time. You will use account plans to prioritise opportunities,

marketing support and team efforts to drive the growth you are tasked with delivering each financial period.

Contract renewals and RFP’s

You are responsible for managing the retention of all business with your named accounts, minimising the risk

of loss to the Company business, through timely intervention in any process, preventing the re-tendering of

business where possible and re-securing the contract where needed. You will play an active role in new

business opportunities, either in a lead or supporting sales position, depending on the winning strategy and

relevant skills needed to maximise the opportunity of winning.

Problem solving

You will be accountable for working with your clients and targets on identifying problems that Company can solve

via a customised solution of its products and services, underpinned by strong market knowledge and

experience.

Market knowledge and strategic prioritisation

You will maintain a strong strategic knowledge of the market(s) you operate in, ensuring you are able to

maintain a strong level of communication with client personnel, using this to open doors for new products

and services, and to contribute to strategic discussions around Company business plans and growth objectives.

Contribution to Sales Meetings and Performance summaries

From sales management meetings to BA leadership team meetings, you will be responsible for the production

of sales and pipeline reports, performance summaries and updates on specific project actions, ensuring they

are accurate and delivered in a timely manner.

Technical / Professional Qualifications / Requirements:

Essential – Demonstrable experience of achieving annual sales targets, selling products and services in a

comparable role in a B2B environment, with at least 2 years’ experience

Essential – proven experience of working with large strategic organisations to develop sales solutions

underpinned by insights, to solve particular business problems

Essential – demonstrable experience of developing contract values with large accounts through year on year

double digit growth

Essential – ability to communicate fluently in English and a minimum of one other language widely used in

businesses in your base region

Essential – experience in preparing and delivering proposal presentations to senior level audience

Essential – Demonstrable experience in managing quotations, bids and proposals, including knowledge of

pricing strategies to achieve required margin

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Essential - Demonstrable experience in working proactively and collaboratively across teams including

marketing to achieve growth strategies and targets.

Essential - Knowledge of standard IT programmes, Salesforce and comfortable in using proprietory software

for business processes

Desirable – knowledge of the business assurance sector

Desirable – a degree or commensurate education qualification, which you have used in your career to succeed in a role

Best Regards,

Suraj Pathak

Indian Manpower Services| Human Resource

Contact No :-  9266608890,0120-4109270

Email Id:- suraj@indianmanpowerservices.co.in

Web Site:- www.indianmanpowerservices.co.in