Account Manager

CRB Cunninghams is the only UK provider with their own identity management, cashless catering, and online payment solutions, supported by a national service and support team. Our education solutions are used in over 3,000 schools across the UK to help them run efficient and effective meal and nutritional programs as well as providing a cashless solution to aid in the payment of those items, to help reduce the use of cash and the issues associated with it. Our mission is to help our schools throughout the UK become cashless and benefit from the numerous effects this brings, such as reduced debt, food waste reduction and free school meal anonymity to name just a few.

The Account Manager is responsible for selling our Software, Hardware and Services, and reports to the Commercial Director. It will be the Account Manager’s role to ensure that all agreed sales targets are met, or exceeded, in their allocated accounts. The Account Manager is responsible for fostering and developing strong relationships with current customer accounts within a designated portfolio. The Account Manager's key aim is to drive back to base sales within these accounts via a sales through service approach with the aim to maximise sales revenues from existing accounts while minimising attrition. The Account Manager will be focused on providing a consultative approach to customers by proactively managing their portfolio of accounts to offer a market leading service while maximising sale opportunities. The Account Manager will liaise with internal teams (including Marketing, Support, Sales and R&D) to improve customer experience and customer journey throughout their life with CRB.

JOB RESPONSIBILITIES:

• Maintain an in-depth knowledge of the Company’s product portfolio and awareness of competitor products and services.
• Maintain and develop the utopia grid of products for all customer accounts within portfolio.
• Develop and maintain account plans for each customer to offer a consultative approach to maximise new business sales opportunities and minimise attrition.
• Meet/exceed sales targets focused on base opportunities within designated accounts from both provided and sourced leads.
• Meet/exceed attrition targets.
• Maintain an awareness of industry trends and updating team and management accordingly.
• Adhere to the company sales guidelines and standard operating procedures (SOPs).
• Assist with devising and implementing lead generation activities, while liaising with wider team and marketing as and when required.
• Qualify, develop and manage a lead through to sales conversion, whether sourced or provided by Companies.
• Respond to and follow up all sales enquiries using appropriate methods as per the SOP.
• Develop and maintain a sales pipeline of sufficient size to achieve agreed sales targets.
• Ensure all monthly sales targets (KPIs) set by management and agreed on in advance are met or exceeded.
• Identifying the needs and wants of a potential customer.
• Presenting the Company solution without misrepresentation.
• Demonstrating software solutions and associated products in person or over an Internet Video Call.
• Handling objections from potential sales opportunities.
• Preparing and presenting quotations/proposals to sales opportunities.
• Preparation of bids/tenders.
• Negotiating and closing sales.
• Fulfilling reporting requirements to the Commercial Director according to the deadlines set for the Department.
• Maximise profit on all potential sales opportunities.
• Provide excellent customer services to clients over the phone or in person.
• Attend training to develop relevant knowledge, techniques and skills.
• Establish and maintain strategic relationships, alliances and networks within industry (or any other vertical market) as well as with other key stakeholders to generate sales leads.
• Attend industry trade shows as directed by the management team from time to time.
• Participate in team meetings.
• Perform any other duties related to the promotion, sales and delivery of the products, or related third party products, as directed by the management team from time to time.

JOB QUALIFICATIONS:

• Experience selling software solutions within Public Sector & Education.
• Hold a degree or relevant qualification is desirable.
• Proven record in selling business application software.
• Relevant professional sales training and experience.
• A good degree of computer literacy and technical competency.
• Your personal characteristics will include:
• High degree of self-motivation.
• Energy and enthusiasm.
• Honesty and integrity.
• Strong customer service mindset.
• Goal orientation.
• Professionalism and persistence with ability to overcome obstacles and setbacks.
• Strong negotiation skills and ability to close sales.
• Excellent written, verbal and presentation communications skills.
• The ability to build and foster business relationships.
• Good understanding of technology and how it is applied in business.
• Demonstrable evidence of organising customer accounts and projection implementation.