Stone Technologies Limited, a Converge company, is an innovative, highly accredited market leading technology provider with high employee engagement working to a clear set of values with sustainability central to its activities.
Everyone is welcome at Stone and will always be supported in their career with us. We encourage our people to bring their authentic selves to work and we will always ensure everyone here has an equal opportunity to reach their full potential.
At Stone we support employees and embrace diversity. This goes beyond policies and procedures to nurturing a culture of inclusivity and engagement. From comprehensive training programmes including apprenticeships, to volunteer days and community engagement, we support every employee.
Built around sustainable business methods, dedication to our customers, delivering the best possible service, believing in our people, always working with integrity and continuously innovating ourselves, we understand that taking inclusion & diversity seriously as an organisation is imperative to ensure we live up to our values.
Do you have a passion for Sales? Do you have the drive to succeed? Are you looking to work in a fast-paced environment? Do you want to be part of a growing award-winning technology company?
We are seeking a Key Account Manager to join our Public Sector Sales team.
This Key Account Manager will play one of the most valuable roles at Stone.
Having secured a number of high-profile public-sector contracts, the Key Account Manager will be responsible for the short, medium and long term retention of our most important customers. In addition, the role entails pipeline and territory strategy development; engaging in prospecting activity to drive pipeline creation.
Key Accountabilities
• To retain and expand our business to achieve long-term success with key accounts and
prospect organisations in public sector.
• Engage with key accounts and prospect organisations through strategic solution-based
selling.
• Manage the customer experience with Stone to ensure delivery against key performance
metrics.
• Position proposed solutions and articulate their value based upon customer’s strategy and
direction.
• To ensure that Stone are positioned as the priority supplier within our key account base.
Main Responsibilities
• To develop relationships at a senior level within key customers and prospect organisations,
managing and owning the relationship between Stone and the customer.
• Expand/explore further sales opportunities to ensure key customers and prospect organisations utilize Stone wherever possible for their IT requirements.
• Acquire a thorough understanding of key customer & prospect organisations needs and requirements
• Expand the relationships with existing customers by continuously proposing solutions that meet their objectives
• Ensure the correct products and services are delivered to customers in a timely manner
• Serve as the link of communication between key customers, prospect organisations and internal teams.
• Resolve any issues and problems faced by customers and deal with complaints to maintain trust
• Play an integral part in generating new sales that will turn into long-lasting relationships
• Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics.
• Comply with Stone’s internal management systems and safety procedures.
• To undertake any other ad hoc duties or projects as requested by the reporting manager.
Measures of Performance
• Accountable for a gross profit target
• Customer retention and prospect creation
• Expansion of Services and solutions from Stone into key accounts
• Customer satisfaction
• High forecasting accuracy
Person Spec
Desired Qualifications
Degree in a relevant sector
Essential Skills/Experience
• 5+ years’ experience in direct sales/account management in technology
• Skilled Solution seller with proven ability to create win-win proposals.
• Solution selling experience essential, and enterprise space is highly desirable.
• Have outstanding presentation, written and verbal communication skills.
• Must pay great attention to detail.
• Have strong technical knowledge to articulate a solution to multiple stakeholders.
• Have both the sales skills and technical knowledge to make presentations and lead customer discussions to advance the sales process.
• Have the ability to develop relationships and work extensively at the executive level.
• A clear and demonstrable track record of sales with achievement of at least 3 out of the last years on/exceeding target.
• Key Account Management specialist
• Experience providing accurate forecasting using CRM.
Competencies & Behaviours
Passion for the brand - Contagious enthusiasm and commitment to our business brand, our vision and values.
Growth mindset - A genuine desire for personal and business growth to deliver outstanding results.
Teamwork - Believes in building effective and collaborative working relationships in order to achieve our goals
Customer focus - Proactively and consistently provides the best service that responds to what customers want
Leadership - Creates a compelling vision of where the business is heading. Inspires and engages achievements in others. Enthusiastic, high level communicator who can lead a team and work with others to deliver a strategy to support the growth of the company.
Influence, impact and challenge - The ability to persuade, convince, influence and impress others. Strong inclusive team working approach and understanding with the ability to translate organisation and customer needs into successful service delivery.
Full training will be provided
Job details
This is a full time position - 37 hours per week.
The working days are Monday to Friday
The role is a home-based position, with day-to-day work predominantly being from home, however occasional travel to our Stafford HQ may be required from time-to-time.