Account Manager

November 8, 2022

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The role is a home-based sales account management role, with occasional travel for meetings, responsible for
managing and developing accounts that sit within the corporate sector. The role requires high levels of account
management, campaign and business development 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. Growth on core areas of Microsoft and third-party
software product licensing sales. Plus technology practices for Cloud, Modern Workplace programmes, Enterprise
connectivity and VNS/Cisco, Cyber Security, Data&BI.
The role will carry a margin centred sales target based on a sales growth plan, which will be aligned to the individual
and Client Director.

Accountabilities and main responsibilities

  • Communicating to clients clearly and addressing their concerns and resolving any conflicts that arise
  • Raising clients’ business concerns and needs to the company’s management
  • Negotiating and closing business contracts with existing and new clients
  • Delivering sales pitch to prospective clients
  • Preparing and presenting business and account updates to the company’s management and clients
  • Following up clients to ensure they are satisfied with the company’s products or services
  • Contributing information to sales strategies by assessing current product results, monitoring competitive
    products, assessing needs to be filled and analysing customer reactions
  • Maintain data to 100% accuracy in the CRM system on all of your current and key target accounts. Ensure
    all actions from customer communication and meetings are distributed to the relevant personnel and
    follow up outputs in a timely and efficient
  • Attend Vendor Training and Personnel Training Courses as requested by Management
  • 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
    assist in developing collaborative customer strategies to drive new and existing business in both software
    and services

Qualifications and skills

Essential

  • Experience gained as an Account Manager within a professional business-to-business sales
    environment
  • Experience of developing effective working relationships with stakeholders
  • Experience of identifying and building upon sales opportunities
  • Experience within the IT industry and in an IT services provider
  • 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
  • Broad understanding of IT in general

Desirable

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
  • Use Key Performance Indicators and qualification techniques to forecast
  • Analyse sales data accurately and utilise the data to create opportunity
  • 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

Values & Behaviours

The individual must be able to demonstrate that they embody the following Trustmarque Behaviour and
Values:

  • Share Ambitions
  • Strive to Improve
  • Be Diverse and Inclusive
  • Embrace Change
  • Demonstrate Integrity

About Trustmarque

At Trustmarque, our vision is to enable organisations to harness the power of digital technology. For over 30 years, we have helped organisations in the public and private sectors to work smarter, run their business more effectively and unlock the value of their IT investments.

Our mission is to support our customers to buy and use innovative technology to positively impact local communities across the UK. We’re always evolving to keep up with the pace of change – to understand the technology solutions, licensing options and methodologies. Our customers come to us time and time again for collaborative transformation that helps them make better IT decisions for long-term success.

Our people are at the heart of our customer-centric business and we have company values which have been defined by our people – About us – Trustmarque. There’s never been a better time to join Trustmarque, we are growing and investing and you can play your part in influencing the future of IT in the UK.

One of our values is “be diverse and inclusive because we know that diversity of thought and experience positively benefits our ability to deliver work. We consider all suitably qualified applicants regardless of sex, gender identity or reassignment, race, disability, religion or beliefs, age, or sexual orientation. We recruit and develop our people based on merit and their passion, and we’re committed to creating an inclusive environment that reflects the diversity of the communities we serve. During the application process, you’ll be given the option to share your personal characteristics and data with us. This helps us understand our candidate pool so we can do everything we can to attract a diverse range of people and ensure our recruitment process is fair and inclusive.

All interviews, assessments and background checks will continue to take place online, to completely remove the need for face-to-face contact. All Trustmarque colleagues who can work from home should do so. Social distancing, enhanced hygiene and safety measures are already in place 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 25 days holiday (rising to 27), 2 volunteering days and 1 personal day plus bank holidays.  We also provide a substantial benefits package which includes a company-matched pension, life assurance, enhanced parental leave policies, the option to buy extra leave, 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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