Key Account Manager

Key Account Manager

Salary:

Base £30-35k dependant on experience.  Uncapped commission earnings with OTE to £45-50k

Scope of Role:

Qualsys is looking to appoint an experienced Key Account Manager to maintain and build solid, high level relationships with its key customers.  Working as part of a small team, the role requires a motivated and enthusiastic self-starter who can combine technical insight and experience to understand customers’ requirements to promote and sell the company’s portfolio of products and services. The Key Account Manager is the first point of contact for customer queries and is responsible for providing a timely, high quality response to all customer enquiries and acting as an interface between the customer and other Qualsys teams.  The Key Account Manager is pivotal in delivering the company’s goal of providing World-class products and services which will support the roles’ twin objectives for the role are to protect the existing, recurring annual income stream and to build incremental revenues. A willingness to learn is critical as an understanding of the company’s software and the benefits offered to a variety of business sectors is critical.

 

Key Skills:

  • Customer-facing experience and an understanding of how to achieve sales, profitability, and budget goals
  • Strong analytical, critical thinking and problem-solving skills
  • Strong presentation and communication skills, both verbal and written
  • IT literate with experience of using all Microsoft Office packages
  • Good time management, resource management and organisational skills
  • Driver with a clean Full Licence prepared to travel and spend an anticipated 2/3 days per week meeting customers

 

Experience:

  • Experience of solution selling / software sales process
  • Knowledge of how to build strong business relationships with customer
  • An understanding of process management, quality management and compliance
  • Experience of using CRM systems, preferably SalesForce
  • Ability to effectively communicate with senior leaders internally and with customer

 

Qualifications:

  • Degree and a minimum of 3 years business experience
  • Driver with a clean Full Licence prepared to travel and spend an anticipated 2/3 days per week meeting customers.

Job description: 

ItemFunction%
1Account Contact30
2Account Sales20
3Account Development20
4Inter-Department Liaison20
5Account Administration10

 

Function Description:

The Key Account Manager is pivotal in delivering the company’s goal of providing World-class products and services which will support the roles’ twin objectives for the role are to protect the existing, recurring annual income stream and to build incremental revenues.

The role requires a motivated and enthusiastic self-starter. Working as part of a small team, the Key Account Manager is responsible for maintaining and building solid, high level relationships with its key customers, whilst using technical insight and experience to understand customers’ requirements to promote and sell the company’s portfolio of products and services. The Key Account Manager is the first point of contact for customer queries and is responsible for providing a timely, high quality response to all customer enquiries and acting as an interface between the customer and other Qualsys teams.  A willingness to learn is critical as an understanding of the company’s software and the benefits offered to a variety of business sectors is critical.

 

Account Contact:

  • Establishing and maintaining strong client relationships through regular face-to-face, telephone and email contact with a portfolio of Tier 1 and Tier 2 customer accounts
  • Optimise customer satisfaction by understanding customer use cases and advising on the best mix of products and services required to meet existing objectives
  • Minimise customer churn by identifying potential issues early and arranging for the implementation of mutually acceptable solutions

Account Sales:

  • To build, manage and maintain a substantial recurring income from the portfolio, and to ensure that all activity is accurately updated in the Salesforce CRM system.
  • To actively and professionally manage the recurring income cycle and obtaining commitment to renew.
  • To effectively meet sales targets for recurring sales to existing accounts set by management

 

Account Development:

  • Identify networking opportunities to extend the account portfolio within each account’s wider organisation
  • Understand customer use cases and advise on the best mix of products and services required to meet future objectives
  • Identify networking opportunities to extend the account portfolio outside the account through their supply chain and contacts
  • To ensure that all developmental sales opportunities from existing customers and the supply chain/contacts are fully captured and explored
  • To actively and professionally manage the entire sales cycle from identifying new opportunities, to preparing proposals, carrying out product demonstrations and presentations, negotiating and closing
  • Support Account Executives in the development of their Tier 3 accounts
  • To effectively meet sales targets for the generation of incremental sales to existing accounts set by management

Inter-Department Liaison:

  • Liaison with the Accounts team to ensure timely collection of moneys owed and to minimise bad debt
  • Liaison with the Development team regarding customer suggestions for enhancement
  • Liaison with the Installation team regarding software installation and upgrades
  • Liaison with the Services team regarding the delivery of services
  • Liaison with the Marketing team to devise promotional campaigns and agree communication strategy
  • Liaison with the Support team to support communication regarding problem resolution

Account Administration:

  • Maintenance of Salesforce and other Qualsys systems to create accurate, up-to-date customer records and facilitate the regular review of business performance with management
  • To create polished proposals, presentations, quotations, contracts and other documentation, in line with relevant procedures and templates
  • To research customer accounts to build comprehensive information that supports better products and services

 

Key Skills:

Customer-facing experience and an understanding of how to achieve sales, profitability, and budget goals

Strong analytical, critical thinking and problem-solving skills

Strong presentation and communication skills, both verbal and written.

IT literate with experience of using all Microsoft Office packages

Good time management, resource management and organisational skills

Driver with a clean Full Licence prepared to travel and spend an anticipated 2/3 days per week meeting customers.

 

Experience:

Experience of solution selling / software sales process

Knowledge of how to build strong business relationships with customer

An understanding of process management, quality management and compliance

Experience of using CRM systems, preferably SalesForce

Ability to effectively communicate with senior leaders internally and with customer

 

Qualifications:

Degree and a minimum of 3 years business experience

Driver with a clean Full Licence prepared to travel and spend an anticipated 2/3 days per week meeting customers.

Want to join our team?

Email Commercial Director Robert Oakley: robert.oakley@qualsys.co.uk or fill in the form below.