Key Account Manager - Initial

Key Account Manager - NHS

UK wide

Initially, the role will focus on the account management and development of the existing NHS portfolio building pipeline across existing trusts and new framework opportunities. Working closely with the Head of Key Accounts and Area Sales teams to drive profitable growth within a sustainable portfolio. When new business is won, the Key Account Manager will also be responsible for the ongoing account management of that customer. It is expected the role will consist of approximately 70% account management and 30% new business development activity.

The role is field-based with extensive UK travel to visit existing & potential customers; there will be occasional requirements to stay away from home overnight.

The role is 3/11 Manager grade.

The position is eligible for the Key Accounts Performance Bonus Scheme, which pays a bonus at a percentage of salary at quarterly intervals.

Key Responsibilities

New Business Development

• Developing a comprehensive understanding of the sector, categorising all major business opportunities, targeting future prospects, building long-term relationships and winning new customers, in accordance with pre-agreed targets, and in coordination with Regional Business Development teams.
• Develop visibility within the sector.
• Selling additional work to customers, either as upgrades to service, expanding the number of sites we service, or selling solutions to particular problems.

Account Management

• To manage the portfolio of customers, reviewing on a regular basis, to ensure customer visits, review of new revenue opportunities and retention issues are all given attention in accordance with pre-agreed standards. Customer retention is a key strategic priority for the business, and plans are to be put in place that will ensure the highest possible standards of retention.
• Work closely with operational colleagues to ensure that there is a close match between our service delivery and customer expectations and requirements, bringing customers and operational colleagues together as often as is appropriate.
• Have a full understanding of the cost base of our business and to act within policy guidelines in all quotations, liaising and consulting as necessary with Head of Key Accounts and other business managers, as required.
• Active management of customer’s debt position, to ensure we do not exceed pre-agreed aged debt target

Other

• Maintain a comprehensive knowledge of operational best practice, and be able to advise on clinical waste best practice and current guidelines.
• Have a full understanding of competitor activity in the market, being knowledgeable about the content of competitor offerings and competitive pricing.
• Undertake other tasks and activities as reasonably requested by your manager.

Requirements:

Knowledge and Experience

• Sales experience essential; account management and negotiation experience preferred
• Detailed and technical understanding of business procedures, policies, services and products
• Internal and external influencing skills
• Development and execution of new business development strategies
• Building strategic relationships, both internally and externally.
• IT literate.
• Presentation skills.

Critical Competencies

Performance

• Collaborates – Effectively encourages good relationships with colleagues and customers
• Convinces and Persuades – Makes a positive impact on others’ behaviour
• Holds to Account – Holds colleagues accountable to high standards of performance

People

• Understands self and others – Awareness of why others act as they do, and uses this information beneficially
• Develops self and others – Invests time and resources to develop others’ long term capabilities through support, coaching and feedback
• Leads and Inspires – Inspires others by creating and communicating a compelling vision

Pace

• Commercial Insight – Digs deeper and gathers information in order to make sound business decisions
• Entrepreneurial Drive – Drives to achieve and exceed goals, continuously improves business performance
• Initiative – Is proactive in searching for and seizing new business opportunities

Passion

• Passion for customers – Actively drives to exceed customer expectations
• Strategic Thinking – Is able to piece things together, make sense of large amounts of information and apply it effectively in a business context
• Courage – Takes on challenges, and is honest about own strengths and abilities

Typical Career Paths

To this role from

• Sales Consultant
• Sales Team Leader
• Sales Management
• Bids and Tenders Executive

From this role to

• Senior Key Account Manager
• Head of Key Account Manager
• Regional Sales Manager
• Branch Manager
• Local Area Manager

Benefits:

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