Job Information
Johnson Controls Account Manager - Government in Cambridge, United Kingdom
Account Manager - Government
What we're offering
Competitive salary and company car & commission.
Paid holidays and sick pay
Comprehensive benefits package including pension, life assurance, employee assistance program, employee referral scheme, employee discounts including high street brands, cycle 2 work scheme and discount on Johnson Controls security products
Extensive product and on the job/cross training opportunities w ith outstanding resources available
Encouraging and collaborative team environment
Career development through various career ladders including Customer Service
Dedication to safety through our Zero Harm policy
Access to business resource groups
Training on our company values
IT equipment to complete all jobs
What you will do
The role will lead JCI’s relationship in managing and growing a named set of the organization's most important and prestigious customers to maximize mutual value and achieve mutually beneficial goals.
Critical to success will be actively driving service and revenue growth, through the sale of our Enterprise security products. The nature and type of Customer will vary depending upon the specific need but may consist of large end users, public sector/local government.
How you will do it
The role will be focused on managing both large existing Customer relationships, and a select number of development accounts……typically the accounts will be considered ‘tier 1’, meaning they are / or have the potential to be significant and require formal account management to ensure retention and relationship expansion.
The primary objective of the role is to build long-term, value based relationships within the Customer, ensuring we have focused development and networking plans so that we both understand the full account organisation and actively engage with all stakeholders for long term business retention and expansion. It is critical the successful candidate understands and holds experience in multi-call cycle sales, account management or similar.
Active management of the account plan is a critical requirement – the account plan will form the single source of truth of the current account position, service delivery and performance and the short, medium and long term strategies of the Customer. Critically the understanding of the customers business plans will also ensure that the account plan includes the strategies and innovations we will drive to support the customer to solve their problems, and increase the ‘stickiness’ of our relationship.
Critically will be the ability to map the Customers internal network, understand the full organisation and then defining the contact strategy born from the account plan to develop the relationship holistically at all levels (c-suite down), and across all functions within the Customer (procurement, IT, EHS, programme management, engineering etc) The consultant will need to create relationships with executive level Customers and engage Customers in understanding the value of our solutions/services provide. The consultant will need good negotiation skills and be adapt at managing many different Customers within a single Company.
The role will also be the lead point of contact for solving Customer problems, which will require working across the enterprise (internally) to gain insight, and actively resolve the Customers concern.
The successful candidate will demonstrate energy, passion and drive for success whilst demonstrating the highest levels of professionalism internally and externally.
All activities, customer interactions, opportunities, leads and pipeline will be managed within the Company CRM application, salesforce.com.
KPI’s / Targets
installation order values and gross margin and recurring revenue growth and retention Consistent attainment of ROA framework (customer facing activities, quotation output, attachment rates, conversion rates and secured orders) Active management of account plan and evidenced progression Secured outlook (forecast) accuracy & medium term revenue growth plan
What we look for
Competencies / Attributes / Skills
Customer focused…..deeply understands the Customer and works to meet their needs, and align our services.
Relationship building……can develop and expand relationship through an organisation. Gains and keeps trust.
Value selling……defined clear win plan to focus sale on the value of the solution
Complex sales…..creates winning plans, and brings teams together for mutual success
Achiever…..consistently achieves ROA framework, resulting in high levels of performance
Business acumen…..understands positioning
Effective time manager……manages work effectively, and independently to framework
Communication…..communicates positively, actively and consistently to internal/external colleagues
Pride and quality…..ensure the reputation of the business is reflected at all times
Integrity and trust….demonstrated at all times
Experience
Field sales role, preferably B2B environment Preferable to have experience in ‘solution sales’ and demonstrating value in the sales process Complex knowledge of CCTV and IP infrastructures Strong knowledge of CCTV VMS’s and high end solutions.
Knowledge
Relationship, solution, account or multi-call selling Service sales / service contract offerings PC literacy, including knowledge of Microsoft Office products. Configure – price – quote tools and applications CRM management and use preferable (salesforce.com)
If yes, then we'd love to hear from you!
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