National Accounts Manager

National Account Manager Required: 2-3 years experience required.

Based: North of England or Scotland (Location to be agreed on offer).

Role Profile

• Delivering new business wins from the Corporate, SME and intermediary markets through highly effective canvassing of businesses over the phone, video calls and in person using their prospecting skills.
• Delivering profitable accounts that reach and exceed targets for on rent and revenue.

Scale and Scope

• Report to: National Sales Team Manager
• Company car
• Portfolio revenue management: £500K-£2M
• Monthly new business appointments: 10-15
• Monthly new account wins (£25K+): 2-4

Role Contribution

• Account Development
• Achieve account contact frequency targets and attend regular review meetings.
• Ability to work with existing customers to highlight areas where Switch can gain additional rental volumes.
• Negotiation with lapsed accounts that can be re-activated.
• New Business Delivery
• Will gain great understanding of Switch Products and Services in order to facilitate a consultative sales approach.
• Identify all opportunities to open Switch Business accounts where it is beneficial to the customer and to Switch.
• Ability to get new customers trading quickly to profile.
• Sales process Management
• Use of in-house Athena CRM put in place to document and report on new business and account management activity.
• Understanding of customer paperwork requirements.
• Territory Management
• Good understanding of the region and the businesses located there.
• Has a structured plan in place to maximise time spent face to face with customers while minimising traveling time.
• Market Awareness
• Keeps abreast of competitor activities and market trends to identify prospect targets.
• Business Communication
• Collaborates with other functions so accounts are set up quickly and efficiently within the agreed SLAs.
• A full understanding of other departments roles in the customer journey.
• Appointment Making
• Self-management of prospect data to keep an active pipeline of £50K+ prospects topped up.
• Work with the Internal Sales team to maximise territory management and share local market info.
• Relationship Building
• Builds effective relationships with other teams, especially operations to drive new business opportunities coming into the team.
• Cross Sector Prospecting
• Vertical sector specialisation to aid in self-generated prospecting.

Indicators of Success

• Delivery of revenue against target
• New business wins against target
• High number of self-generated new business wins

Key performance indicators

• Appointments against target
• Awareness of industry trends
• Timely/useful insights on Competitor activity
• High new win to traded revenue ratio

Core Skills Required

• Time Management
• Negotiating
• Verbal Communication
• Written Communication
• Business Literacy
• Managing the Detail

Core Behaviours required

• Strong Work Ethic
• Having a Positive Impact and Influence
• Knowing and Managing Self
• Putting Customers First
• Achieving More
• Working Together

What we need in the role is somebody who:

• Has a positive attitude and strong work ethic.
• Can work effectively under pressure and consistently deliver on revenue targets and profitable new account wins that will grow into loyal Switch customers.
• They are also motivated by identifying larger opportunities that they can plan and execute a strategy to win.

What we don't need in the role is somebody who:

• Has no sense of urgency and is unable to understand the role they play in the team and how it affects the overall revenue performance.
• They are easily frustrated when things don't go their way and they will sit and wait for opportunities to come to them.

Qualifications

• Maths & English GCSE or equivalent

Experience

• Proven experience dealing with high level Decision Makers in a B2B sales role where a superior work ethic has been demonstrated.
• A background in vehicle rental B2B sales is preferred.