Sales Account Manager/Account Director

The Account Manager/Director manages the relationship between the business and our key customers, and acts as the mini-GM for that part of our business inside ITAB. The Account Manager/Director leads the Customer Team including both direct and indirect resources and drives all customer facing activity for one or multiple of ITAB’s major clients. Operating across a wide network of functions and stakeholders in order to achieve profitable and sustainable growth in the account P&L through expert Retail knowledge, leadership and a passion for sales.

The role is tasked with developing and executing the customer strategy aligning the Retailers key objectives to ITAB solutions ensuring that the client’s needs and expectations are exceeded. The role will represent the entire range of ITAB solutions in order to drive and convert the opportunity pipeline across ITAB’s broad solution portfolio. The main objective of the role is to be the lead for all customer related activity. Supported by their Customer Team, the Account Manager/Director will act as the conduit for all development and ongoing activities.

The role is expected to create and deliver on its Customer Strategy and sales budget, alongside managing the resource requirements using the P&L ensuring all internal functions are clear and aligned to the customers’ requirements and expectations. The Account Manager/Director will consistently review and report on its customers performance utilizing the business finance, CRM and ERP systems, whilst forecasting future customer activity.

The role requires strong communication skills, proficiency in data analysis, CRM system management and effective presentation skills. The Account Manager/Director is expected to act as an ambassador for ITAB, through leadership, coaching, support, time and engagement to help improve the ongoing development and outcomes of the Customer Teams. Opportunity identification and creation, ROI modelling, and commercial proposals will be required depending on the customers' requirements. The role will foster strong and long term relationships within its customers to drive mutually beneficial activity and growth.

Key Competences / Skills:

• Creation and execution of an Account Strategy.
• Leading and managing a direct and indirect team whilst overseeing resource requirements.
• Building long lasting relationships with internal and external stakeholders.
• Lead the strategic account planning process with Senior management, ensuring alignment to the customers' strategic objectives to the current and future ITAB proposition.
• Develop first hand key Sector insight, understanding key trends and consumer behaviours.
• Identify opportunities for cross selling products and services.
• Maintain knowledge and awareness of competing products/services, discount and pricing structures, client buying and decision-making processes and overall strengths and weaknesses in order to determine how best to both respond to and create new demand.
• Maintains the CRM system in detail and participates in regular sales reviews and maintain data and information relevant to key accounts for the purpose of conducting analysis.
• Work closely with business functions to maintain account performance objectives and meet the customers' expectations.
• A working knowledge of retail facing technology, covering hardware and software would be highly beneficial in creating future solutions and opportunities with the client.
• An in-depth working knowledge of Retail is paramount in order to use insight and expertise and translate into challenging and return on investment focused solutions along with the ability to present and share through a consultative approach.
• The ability to communicate effectively at all levels and via all styles are a major requirement of this position.
• A committed and goal orientated individual, be customer focused, have a positive can-do attitude, be comfortable working in a fast-paced environment.
• People skills are also necessary for the position and be both likable and relatable to establish strong and meaningful connections with consumers on behalf of ITAB.
• The ability to converse with Retailers about Retail is an essential part of the Account Manager/Director role being able to see the opportunities through the eyes of the Retailer, Partner and Consumer.