Account Director
Department: Sales - Retail Sales
Employment Type: Permanent - Full Time
Location: UK/Field based
Reporting To: Sales Director
Description
Local office Knutsford, Cheshire so can either be hybrid or remote based.
The Account Director is a vital role within Glory with the key purpose to lead, manage and develop the UK’s Retail new business strategy and pipeline. This role will maximize the Glory sales offering through establishing a portfolio of new customers, successfully generating new opportunities through positioning and selling Glory solutions within Tier 1.
The primary role of the Account Director is to both self‑generate opportunities and work with the Retail team who will prospect for new clients within appropriate Retail & Hospitality sectors. This will be achieved by networking, developing customer campaigns in conjunction with Marketing, social media advertising/activity, cold calling to generate appointments, and/or other means of creating interest from potential clients. The role is responsible for planning persuasive approaches and pitches, constructing compelling business cases that will convince potential customers of the benefits of Glory’s solutions.
In line with European Retail Strategy, develop Glory’s Retail sales offering through a portfolio of new and existing Tier 1 customers. This includes providing strategic consultation and guidance to Glory’s Retail customer base to drive account retention, revenue and profitability growth whilst also delivering great customer outcomes. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors.
MAIN RESPONSIBILITIES
New Business Development
* Pitch concepts and summarize results during client meetings
* Generate sales for major accounts
* Create account strategies, leading projects from conception to final execution
* Establish goals and objectives for internal teams to follow
* Meet deadlines and project budgets
* Work with teams to develop materials, coordinate events and provide support and direction
* Supervise projects, motivating and mentoring staff to hit goals and produce successful materials for clients, as well as providing feedback
* Maintain relationships and serve as the point of contact and liaison for customers
* Build strong ongoing relationships within the Tier 1 level of retail and hospitality sectors. Become the sector expert and co‑ordinate successful strategies to develop new and ongoing business opportunities for Glory solutions
* Business Effectiveness and Efficiency – contribute to the continual development of the sales and marketing plan by capturing all business opportunities whilst providing visibility on market/competitor information and any changes within the marketplace/specific sectors
* Develop and maintain an overall approach‑to‑market plan and explore opportunities to develop new approaches to support the major account clients within their portfolio
* Research and build relationships with new clients within Glory’s strategic markets
* Review & execute sales strategies and translate into needs analysis of target markets/sectors to enable new business growth targets for the Retail New Business team
* Manage a sales pipeline, from lead generation to close, clearly articulating the sales proposition
* Prospect for potential new clients and grow new business pipeline and revenue
* Network and build relationships with multiple key stakeholders from across target sectors, identifying potential clients and the decision makers within the client organization to drive new business
* Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities. Meet potential clients by growing, maintaining, and leveraging your network
* Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends
Client Retention
* Present new products and services and enhance existing relationships
* Work with internal and external technical colleagues and other internal colleagues to meet customer needs
* Arrange and participate in internal and external client debriefs
* Business Development Planning and proactively seek opportunities to grow revenue
* Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channel partners
* Identify opportunities for campaigns, services, and distribution channel partners that will lead to an increase in sales
* Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators
Management and Research
* Submit progress reports and ensure data is accurate
* Ensure that data is accurately entered and managed within the company’s CRM or other sales management system
* Forecast sales targets and ensure they are met
* Track and record activity on accounts and help to close deals to meet these targets
* Work with Marketing to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner
* Support the sales director with business development training and mentoring to business developers and other internal staff
* Understand the company’s goal and purpose to enhance the company’s performance
* Use bid review/approval processes, sales reporting and pipeline management/CRM tools
Business Effectiveness and Efficiency
* Contribute to the continual development of the sales and marketing plan, focusing on maximum market penetration and profitability
* Proactively capture all business opportunities with a view to providing high value solutions
* Provide visibility on market/competitor information and any changes within the marketplace and specific sectors in which GGS is working
Skills, Knowledge & Expertise
REQUIRED EDUCATION AND QUALIFICATIONS
Education Level:
* A bachelor’s degree is desirable, preferably in a Business discipline
Qualifications:
* Several years of related sales experience
REQUIRED SKILLS AND COMPETENCIES
* Networking
* Persuasion
* Prospecting
* Public Speaking
* Research
* Writing
* Closing Skills
* Motivation for Sales
* Prospecting Skills
* Sales Planning
* Identification of Customer Needs and Challenges
* Territory Management
* Market Knowledge
* Meeting Sales Goals
* Professionalism
* CRM
* Microsoft Office
Job Benefits
* Company car allowance
* Sales commission bonus plan
* 25 days’ holiday a year with the opportunity to buy up to five additional days
* Competitive company pension scheme
* Ongoing training and development
* Private medical insurance for all employees (enhanced membership can be purchased for other family members)
* Dental insurance for all employees
* Life assurance
* Income protection scheme
* Employee assistance programme
* Employee Wellbeing events and Mental Health First Aiders
* Employee My Benefits portal offering extensive retail discounts
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