Corporate Account Manager

Role Purpose

To identify, implement and manage the on-going development of new business sales activity of all products and solutions to a defined prospective account portfolio in selected specific market segments on a National and International basis (as required). Identify and win new business within clearly defined commercial parameters. Develop and maintain positive relationships and meet business targets focusing on consultative selling, adding value and differentiating our proposition from the market competition.

Role Responsibilities

• Achieve targets agreed for business activity levels including market awareness, tenders, quotations, units, volume, profitability, turnover, sales system management and account plans.
• Business Ownership approach to all opportunities, striving to provide the most profitable suitable solution and adding value.
• Develop and maintain positive relationships at multiple levels within an account.
• Research the market, identify target accounts and develop strategy to optimise business development in the following areas - new customers, new industry segments and new product/solutions segments.
• Effectively pursue prospective accounts to gain incremental business at a profitable level and grow our share of wallet.
• Focus on a solution based and consultative selling approach to achieve the customer business goals across the full spectrum of Jungheinrich products.
• Carry out detailed site surveys and establish equipment specifications.
• Compile detailed proposals and be competent in presenting to customers at a senior level.
• Complete/manage all elements of the administration process relating to a customer order for products and services. This requires attention and focus on detail.
• Establish and develop effective business development and account management strategies. This includes the implementation of quarterly review meetings involving internal and external stakeholders.
• Implement and maintain account plans including a clear action plan with short, medium and long-term strategic goals by account on a regular basis.
• Pro-actively assist support functions in delivering excellent customer service across all profit centers and in achieving their individual targets.
• Support activities and strategies related to International Key Accounts (IKAM).
• Identify, manage, and develop International Key Accounts where buying decision is made in the UK.
• Where required work within a team on specific projects.

In addition to the duties and responsibilities listed, the jobholder may be required to perform other duties assigned by the Head of Corporate Sales.

Role Requirements

Essential qualifications/skills:

• Evidence success in consultative selling.
• Demonstrate in-depth experience of implementing Account Management strategies in a competitive Business to Business environment.
• Strategic thinking.
• Commercial awareness and ability to identify new business opportunities.
• Sales experience with large customers at strategic purchasing level.
• Self-motivated with target and objective focus.
• Ability to handle conflicting requirements and meet deadlines.
• Professional communication and presentation skills.
• Good negotiation and influencing skills.
• Structured in planning and organization.
• Able to succeed and operate independently.
• Contribute to team environment.

Desirable qualifications/skills:

• PC literate in particular Excel and Power Point.
• Knowledge of MHE products, applications, applicable market segments and Projects solutions.
• Experience of managing high value, high volume sales projects.
• Exposure to large project planning and implementation.

Travel / Mobility

The role will require travel throughout the UK and occasionally overseas. Full driving licence required.

Competencies Required

Personal: Accountability, adaptability, planning and organising, communication, initiative, teamwork, attention to detail, take ownership and responsibility, integrity and respect.

Business: Business acumen, consultative selling, new business development, customer orientation, decision making, negotiation, creative problem solving, market focus, create added value.