Olive Communications

Corporate Account Manager

Overall Role Purpose

The Corporate Account Manager will manage the relationship for a number of large corporate clients. Whilst the role includes an element of focus on protection/ renewal of existing business through the delivery of effective service, the key to success in this role is the ability to drive rapid growth of incremental margin and identifying major new sales opportunities. The portfolio of new products and services fundamentally differentiates the offering in the marketplace and the ability to capitalise on this is key.

The role is is supported by both the Client Executive team, who manage the day-to-day transactional business with the client, and the Service Management team, responsible for 'end to end 'service.

KEY Accountabilties

• Retaining and growing business (revenue & margin) from an assigned dedicated account(s) including:
• Responsible for the Account Development Plan, and business profile information.
• To develop and increase a multi level contact strategy within the account
• Responsible for arranging reviews with Director presence from both companies
• Responsible for continuing growth in customer satisfaction.
• Secure resigns on existing contracts.
• Develop a fundamental understanding of the Client business drivers and map this to services.
• Identifying major new sales opportunities and opening doors for the Sales Specialist Teams.
• Effective management and ownership of the total sales lifecycle.
• Identify opportunities for prioritised products.
• Understand competitor threats and develop and drive retention plans to remove them.
• Drive sales activities and bids to ensure that are successful.
• Ensure effective service delivery and customer satisfaction;
• Review performance reporting with the Service Manager to match the customers' key performance and business indicators.
• Establish customer as a reference account.
• Providing appropriate management information as required in an accurate and timely manner.
• Responsible for margin forecasting across all product streams

Working Relationships and Interfaces

• To succeed in this role, the role holder will need to work effectively with a number of key constituencies, most notably the Specialist Sales, Service Management teams.

Technical Competencies (Skills & Experience)
Essential

• A proven track record in converged solution sales and delivery against business requirements
• A sound understanding of a consultative, service solution based sales
• Commercial background and experience of contract negotiations
• A sound knowledge of the telecommunication & IT world
• Clear ability to lead a virtual team to success

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