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Internal Account Manager

June 7, 2022

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Job summary

The role is a sales account management role, responsible for working with the Client Managers/ Client Directors in managing and developing a key customer account. The role requires high levels of account management, support and transactional activity with a requirement to sell a broad range of IT solutions and services. The role requires good organisational and prioritisation aligned with good sales techniques to fully access and capitalise on IT spend within the target customer base.
The role will carry a margin centred sales target based on a sales growth plan, which will be aligned to the Client Managers/ Client Directors.

Accountabilities and main responsibilities

The main responsibilities are detailed below, although the post holder would also be expected to perform any other duties which might reasonably be required by the business.

Sales

  • Identify & proactively maximise opportunities for sales growth within the Sector of responsibility.
  • To assist the Client Manager/ Client Director to achieve target and to manage own sales activity to ensure all key performance indicator targets are achieved.
  • Develop and maintain strong relationships with all accounts, working with and through the appropriate Client Manager/Client Director within allocated and target accounts
  • Support the Client Manager/Client Director in creating quotes, qualifying opportunities and other account management activities.
  • Identify & proactively maximise opportunities for sales growth within the Sector of responsibility.
  • Maintain data to 100% accuracy in the CRM system on all of your current and key target accounts.
  • Check and pass all orders for processing within agreed timescales.
  • Ensure all actions from customer communication and meetings are distributed to the relevant personnel and follow up outputs in a timely and efficient manner.
  • Attend Vendor Training and Personnel Training Courses as requested by Management

Planning and Forecasting

  • Build a short, medium and long term sales pipeline of opportunities to the level required by the business – currently three times the quarterly sales target
  • Forecast opportunities and sales progress regularly to your manager, identifying opportunities and time to close.
  • Assist in developing collaborative customer strategies to drive new and existing business in both software and services
  • Hold weekly one to ones with your manager
  • Attend Vendor Training and Personnel Training courses as requested by Management

Experience

Essential:

  • Experience of developing effective working relationships with stakeholders
  • Experience of identifying and building upon sales opportunities

Desirable:

  • Experience gained as an Account Manager within a professional business-to-business sales environment
  • Experience within the IT industry
  • Experience in an IT services provider

Knowledge

Essential:

  • Knowledge of value based sales processes, and how they are applied in practice
  • A broad awareness of the relevant customer base, and in-depth knowledge of our key customer supply contracts within the target market
  • An understanding of IT in general

Skills

This role operates in a fast-paced and fast-changing environment, and you must be able to:

  • Maintain high activity levels with a high degree of accuracy.
  • Recognise and demonstrate business value to customers.
  • Use Key Performance Indicators and qualification techniques to forecast accurately.
  • Analyse sales data accurately and quickly.
  • Manage multiple tasks and conflicting priorities effectively to deliver against Sales goals.
  • See tasks through to completion and within agreed timescales.
  • Verbally communicate precisely, effectively and with authority, particularly on the telephone.
  • Write clear, concise business English.

About Trustmarque

At Trustmarque we strive to help our customers go further, innovate faster and achieve more through technology-enabled transformation. By making IT all about our customers, we pledge a partnership that ensures technology works to their advantage.

Our people are at the heart of our customer-centric business. When you join Trustmarque, you will work with some of the best experts in their field. Since mid-March 2020, all our staff have been working remotely and are given all the tools to work with effectively. Alongside this, we support our people’s mental health through regular work and well-being seminars and a team of dedicated mental health champions.

All interviews, assessments and background checks will continue to take place online, to completely remove the need for face-to-face contact. All Capita colleagues who can work from home should do so; and where it is not possible for colleagues to work remotely, we have taken important steps to protect those working from Capita’s offices. Social distancing, enhanced hygiene and safety measures are already in place at all Capita locations that are open to protect our colleagues and manage the risk of COVID-19. The welfare of our people is of paramount importance to us, and we’re doing everything we can to keep our colleagues and customers safe during this time.

Standard benefits

As well as competitive rates of pay, we offer a substantial benefits package which includes 25 days holiday (rising to 27), plus bank holidays, and the option to buy extra leave, a company-matched pension, life assurance, a cycle2work scheme and more.

Trustmarque is an award-winning IT partner that delivers IT solutions allowing our customers to work smarter and more effectively. We simplify business, through a flexible and cost-effective approach that empowers organisations and their people. Giving honest, simple, and independent advice we help our customers to navigate an increasingly complex world of IT – and that’s exactly what you’ll do too, if you join our talented team here.

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