Key Responsibilities
* Achievement of annual new business turnover and margin target from the strategic creation of a pipeline within existing account base.
* To agree price increases, negotiate contract renewals/changes and expand contract types from frameworks to Preferred or Sole supplier within a portfolio of Key Accounts.
* To monitor and control the profit margin of each customer and devise plans to improve and/or stabilise profitability for the lifetime of the contract.
* Build and maintain a strategic plan for each account detailing planned activity to encourage growth through promotions or campaigns, client mapping to build relationships and stakeholder base.
* To review customer gap analysis and sell across the entire product range to ensure maximum penetration across all service lines.
* Build value added solutions for clients which embrace both sustainable and social impact focus.
* Collaborate with the team to ensure that the Customer experiences the best and most appropriate level of service and that ultimately to the Customer reflects a single joined up team approach.
* Work closely with Operational colleagues to ensure SLAs are met.
* Support Tender activity to produce final bids to the customers including presentations.
* Generate timely management reports as required that will include pipelines, current portfolio revenue, identifying risks and opportunities with action plans to support.
* Work proactively with your portfolio, with a planned schedule of visits, using reports and information to keep the customer up to date, ensuring that you get the most from your visits and calls.
* Ensure data capture of all activities within the CRM system and enhance the client database by regularly reviewing and keeping information up to date. Reporting to the Sales Director and collaborating with key stakeholders across compliance and the wider company and specialist businesses, with some level of interactions with finance, pricing, HR, IT, and other supporting areas.
* Mostly customer facing, with regular daily meetings and calls.
* The role will require regular/daily travelling within the UK (occasional overnight stays).
Key Performance Indicators
* Growth of portfolio measured against a defined value.
* Performance against targets.
* Customer Satisfaction and renewal/retention rates increased.
Qualifications and Experience
* The successful candidate will have extensive experience of the Compliance market sectors, being both commercially and legislatively aware, with the ability to adapt to the ever-increasing requirements of the market.
* A proven service or sales professional operating at the minimum of key and high value account level.
* A growth track record in a B2B sales/service environment, with a strong level of commercial acumen, gained from senior account management or large/key sales background.
* Strong knowledge of the company's marketplaces and competitors.
* Advanced selling skills with excellent communication both face-to-face and written, with the people skills to influence other parts of the business.
* IT literate, with an emphasis on using technology to be effective and productive.
* Good strategic planning and day to day organising skills, high in initiative and critical thinking skills.
* High levels of energy, commitment, and tenacity with a strong understanding of the sales/service process and large accounts processes and buying behaviours.
* Ability to work on own, planning diary and working autonomously within your defined role.
* Full clean Driving License is required for this role.
About the Company
phs Compliance - the UK's leading provider of electrical and testing services with revenue of c.£30m - are looking for a Senior Key Account Manager who can manage, develop and organically grow a portfolio of Key Accounts.
We want someone who can understand the accounts individual needs, building a strategic plan to work in partnership with all stakeholders, driving growth, expansion, retention, and the profitability of the business through the creation of long-term solutions and strong client relationships.
As one of the UKs leading providers of statutory electrical and fire safety testing services, phs Compliance ensures our customers comply with the law and health and safety regulations across a wide range of businesses and public service sectors. From highly commercial sectors including facilities management and commercial real estate management, to a wide variety of retail, hospitality, leisure and entertainment sectors, to emergency services, NHS providers, defence infrastructure and data centres within UK critical infrastructure, and to a wide range of local authorities, education and central government departments - you'll find phs Compliance delivering essential workplace compliance and building engineering services.
At phs, we pride ourselves on our diverse workforce, and ensuring we have an inclusive environment for all our staff. We remain committed to ensuring our teams can bring their true selves to work without risk or fear of discrimination.
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