Job Description
Technical Account Manager
Role Overview
Reports to: Senior Vice President Sales and Business Development
The Technical Account Manager will work as a key part of the Sales team to create winning security audio solutions that deliver customer value and are technically viable and profitable for the company. You will support the growth of our client’s ‘Transportation Solutions’ business unit by providing support / training to the Sales team and to customers in the Rail Infrastructure, Rail Rolling Stock, Tunnel and Airport vertical markets. You will be responsible for understanding which company products / solutions are best fit for purpose for customers across these markets based on their technical requirements and will play a key role in ensuring the design of proposed products / solutions align closely with these. This will involve working closely with the Bid team to ensure compliance with specifications and the delivery of accurate and timely quotations and bids.
Key Responsibilities
* Be the Sales team's technical solution expert; understand all existing and upcoming products and solutions and introduce these both internally (to the Sales team, Project team and other teams) and externally (to customers) in different ways to fit requirements from the market
* Work closely with the company's Product Management team to get all needed product and solution information in order to keep the Sales team and customers up to date on any important changes in the company’s offering
* Ensure unique selling points of company products and solutions are up to date and frequently communicated to the Sales team and customers, especially new things
* Make internal and external powerpoints, application sheets and other commercial documentation to support the above
* Know competition well and understand who the company is up against; be aware of the main gaps that need to be filled in the company’s product / solution portfolio compared to their most important competitors
* Identify product / solution portfolio enhancements
* Liaise with strategic end customers and specifiers / A&Es to influence requirements and drive supplier preference both in the UK and globally
* Take on some direct account management responsibilities for selected accounts as the business grows and as you, the team and Management see fit
* Produce accurate and detailed quotations, presentations and system proposals for project bids
* Commercial project management / bid management
* Maintain regular contact with selected customers to provide company, product and service updates to them in conjunction with training or bids in close cooperation with responsible Account Managers
* Ensure business solutions are aligned with goals, strategy and priorities
Key Skills Required
Essential:
* Excellent team player
* Strong verbal / written communication skills
* Very well-structured with an eye for detail
* Self-driven and motivated
* Excellent English language skills
* Good computer skills / experience using MS Office applications (e.g. advanced Excel, Word)
* Engineering background with commercial interest and skills
* Customer-focused and revenue-driven
* Analytical approach to solving problems
* Ability to travel both within the UK and globally
Desirable:
* Experience using CRM systems (ideally Dynamics 365)
* Familiarity with Visio and AutoCAD
Knowledge and Experience Required
Essential:
* Minimum of 2 years’ experience working within technical support / bid support
* Experience in the design, estimating and bid management of system-based projects
* Demonstrable mix of technical and commercial understanding
* Existing knowledge of PAVA systems design and implementation on major international projects
Desirable:
* Knowledge of other IP telecom systems and integrations (e.g. telephones, intercoms / help points, passenger information displays, CCTV, control systems, IP speakers etc.)
* Transportation industry experience
Education & Qualifications
Essential:
* Bachelor's degree or equivalent in a technical field
Desirable:
* Diploma in Acoustics advantageous
* IP & Data Networking skills / qualification