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| Key Account Manager |
Tyne & wear (Full Time, Permanent)
£40,000 - £50,000 / Year (OTE £70,000 - £80,000)
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Key Account Manager - Tyne & Wear, North East
The Company:
Founded in 2000, our client is a UK market leader in the provision of on-demand collaboration software. The solution is a means of improving the project management process, providing a comprehensive toolset for online collaboration, document control, information management - and much more.
Our client now operates throughout the world, in many diverse markets, with a client list that is the envy of all in the industry.
The Role:
Our client is seeking to recruit a talented Key Account Manager to make a significant contribution to the continued growth and success of the company through the development of new business relationships in the UK construction client/asset owner sector.
Joining their established Business Development and Account Management Team you will be responsible for monitoring construction market trends, identifying, delivering and then account managing new enterprise level revenue opportunities.
The successful candidate will have relationships with all members of the Account Management, Marketing, Development and Technical Support teams; plus current and potential clients.
Main Duties:
• Contribute to the development of the Corporate Sales Plan to ensure profitability targets are achieved as expected.
• Work with SVP Sales to identify new revenue development opportunities from construction client/asset owner sector.
• Establish and manage proactive sales plans to deliver new revenue opportunities and revenue targets.
• Manage all aspects of the client relationship following the initial sale, establishing and managing account plans that enable long term account retention and penetration.
• Strive to retain existing clients and ensure the maximum longevity of their relationship with the Company through proactive contact, regular meetings and appropriate relationship development.
• Maximise the profitability of existing client relationships through the identification and pursuit of all additional revenue opportunities in association with targets e.g. the sale of training and implementation packages and consultancy services, the sale of our client for use on new projects etc.
• Work in close partnership with the client to determine their key requirements and communicate these requirements to the Development and Technical Support teams as appropriate.
• Support these requirements with the development of robust and accurate proposal and contract documentation as required.
• Undertake effective evaluation of all training sessions delivered and provide feedback to the CST team.
• Work with the development team to identify new products and services.
• Ensure the timely provision of appropriate business information for decision making and control.
• Assume responsibility for the effective maintenance of client relationships and the delivery of projects through effective communication with all other key functions.
• Follow appropriate practices and processes to ensure that consistently high standards of delivery and customer service are maintained.
• Undertake additional duties as requested by the SVP Sales.
The Individual:
• You will have an excellent understanding of the construction sector and an appreciation of the challenges that construction clients/ asset owners face when delivering new capital projects and estates management programmes through an external supply chain.
• You will be proactive and confident with a strong professional image, sound understanding of technology and the role it plays in the Construction sector, a commercial focus and will have worked in a highly competitive market. You will have:
• A proven track record, with at least 5 years sales experience in selling technology solutions into the construction sector at an enterprise, regional and project level. Ideally you will have targeted Client/Asset owners.
• Excellent understanding of the construction sector and the role that collaboration plays.
• It would be a distinct advantage to have practical professional construction experience in one or more construction sub sector i.e. central/local government agencies, healthcare, education, transportation, energy, retail, commercial development.
• Strong understanding of the individual roles played by clients, contractor and consultant organisations with specific bias toward client organisations.
• Strong understanding of the full construction project lifecycle (RIBA).
• Excellent understanding of NEC3 contract management process and its impact for clients, contractors and consultants.
• Excellent understanding of BIM and BOBie.
• Excellent IT skills.
• Strong presentation skills.
• Organised and methodical approach to work.
• Target driven.
• Consultative sales development style.
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