Jobs

Key Account Manager

Key Account Manager

Salary

Competitive

Date Ending

January 31, 2020

About the company

Joskos is an award-winning service provider to schools, colleges and Multi Academy Trusts across the UK. We are an ambitious, exciting company that places its people and delivering outstanding service to our customers above all.
The schools market is the major contributor to Joskos business, achieving circa £8m per annum in Revenue. Our customers traditionally lead the way in terms of adopting new and strategically important ICT solutions and have a commitment to embedding ICT in the curriculum.
Joskos are one of the key suppliers on the Crown Commercial ICT Services Framework and have established an account base of support contract holders, key spending sites and Free Schools & UTCs, and with this a number of existing and emerging Multi Academy Trusts (MATs).

JOB PURPOSE
The Account Manager role, will; maintain, develop and broaden existing School relationships. This will require a keen focus on retention and growth of existing contracts and relationships, in addition to identifying, influencing all ICT related opportunities from your account base.
You will be allocated a defined number of accounts who are based across the UK including Primary Schools, Secondary Schools, Free Schools, Independent Schools, University Technology Colleges (UTCs) and Further Education Colleges.
Key objectives being; leading on a defined account, develop strategic partnerships with accounts, retention of existing customer’s and growth in account spend, whilst delivering an outstanding service to the account base.
The role holder will need to have an excellent knowledge of Joskos portfolio and identify further potential ICT development opportunities that customers would like to explore as part of a strategic partnership.

DUTIES AND RESPONSIBILITIES

  • Exceed Gross Profit and Revenue targets
  • Exceed Visit and Quality Contact target
  • Selling, cross selling and upselling the Joskos portfolio of managed services, solutions and products
  • Update and maintain Account Plans for each customer account, targeting key stakeholders and maximise key opportunities
  • Execute sales activities that delivers against the company sales targets
  • Work closely with marketing to follow up on sales campaigns
  • Support the creation, development and management of a rolling 12-month pipeline of opportunities to exceed sales targets
  • Match Joskos’s portfolio of managed services, solutions and products to customer needs, fully exploiting all sales opportunities
  • Act as product champion on behalf of sales, sharing new & key product and market information with the wider sales team to enable peers and team to be successful
  • Good knowledge of Joskos’s portfolio of managed services, solutions and products
  • Good knowledge of the education ICT market in order to build credibility with our customers
  • Support the delivery of accurate sales forecasts to the Sales Lead, on a weekly, monthly and quarterly basis
  • Manage all account renewal agreement excl. support agreements, unless lead on account
  • Proactively provide daily, weekly and monthly updates on sales pipeline, account plans and performance against target, to the Sales Manager
  • Create, update and maintain customer contact records within the company CRM system
  • Deliver excellent customer care such that customers are retained in a sustainable manner, underpinned by Joskos key values
  • Deliver high quality calls, visits, presentations and sales quotations to account base
  • Attend conferences, seminars and exhibitions as required to generate additional pipeline and raise the Joskos brand
  • Respond efficiently and effectively to all customer care issues through to resolution
  • Exceed the defined Joskos sales best practises and guidelines
  • Adhere to the company’s policies and procedures including quality, Environmental and information security

    PERSON SPECIFICATION

  • Experience and excellent track record of Account Management
  • Results orientation and achievement with demonstrable performance against targets and KPIs
  • Excellent sales skills and educational knowledge
  • Excellent commercial judgement and decision making
  • High stress tolerance
  • Experience of the Education ICT market
  • Excellent communicating and influencing skills
  • Excellent organisational and time management skills
  • The ability to think and act strategically; with customers and within the business
  • Previous and strong experience with CRM systems
  • Proactive and confident in working across company departments
  • Excellent telephone manner and excellent customer facing skills
  • Flexible can-do attitude with a willingness and ability to adapt within the role
  • Strong team and cross department working skills
  • Strong Planning & organising skills
  • Excellent written, numerical and presentation skills
  • Highly successful experience of selling value added ICT products, goods and services
  • A degree (or equivalent) in a relevant subject
  • Excellent written, numerical and presentation skills

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