|Job Ref:||1618685||Employer:||Tyco||Country:||United Kingdom||County/State:||Yorkshire||City:||Leeds||Address:||Post Code:||LS7||Post Date:||17/10/2016 22:21|
Job title: Strategic Client Manager
Reporting to: Key Account Directors
Job summary: To generate new accounts to Tyco on a national basis. To sell Tyco’s core market products and solutions combined with a drive to bring innovation to potential and existing customers. To achieve the sales targets and profit margin objectives set by the company. To develop new business accounts within specific vertical markets, where Tyco does not have a current relationship.
Be able to demonstrate ability to maintain and develop relationships with tier one customers.
Be able to demonstrate an innovative approach to technology.
Demonstrate understanding of consultative sales approach.
Demonstrate an understanding of customer pains and ability to adapt approach to suit.
Be able to create sales value propositions and clear ROI.
Push full product portfolio to all nominated customers.
Annual AMR/OV targets to be achieved as a minimum.
Annual GM targets to be achieved as a minimum.
To obtain ‘preferred supplier’ status with targeted accounts.
Margin levels align to opportunity.
Strategies for customer “buy in” such as rebate schemes for increased business.
Define product offering in line with customer expectations/market demands and Tyco Policy.
Negotiate framework agreements of standard contract terms for targeted accounts.
Understand each customers own KPI’s and how Tyco can facilitate these.
Develop business relationships at all levels
Relationship building through events, technology days and networking
Key contacts include: internal – Sales Director – Key Accounts, Account Directors, Bid Manager, other Client Managers, Programme Managers, Installation Departments; external – targeted accounts within the sector and networking to build relationships with potential new customers.
Responsible for developing and sustaining the relationship of targeted accounts within the sector on a national basis.
Achieve targeted sales performance in the areas set by the Account Directors.
Identify and develop new customers and prospects within the sector on a national basis.
Maintain accurate customer records through the use of NA, ALPS, correct diary management and monthly reports.
Actively promote the Tyco brand, products and service to new customers.
Maintain effective relationships with each company department to ensure the best level of communication, service and response for the customer at all times.
To work closely with the design team to deliver detailed bids/quotations that meet the requirements of the customer.
To work closely with the Account Representative team to ensure the co-ordination of projects, customer delivery and customer satisfaction are achieved.
Maintain relationship with the customer post-installation to ensure customer satisfaction and obtain referrals. Taking ownership of the customer and their issues.
Present Tyco as a credible and professional supplier of fire and security products.
Maintain knowledge of products and services and industry developments.
Develop and maintain strategic account and opportunity plans
Show clear drive and determination to succeed.
Focus and push both self and others to achieve targets, budgets and results.
Be firm and persistent when expressing views and provide thoughts and ideas to overcome problems.
Communicate effectively and efficiently at a level that is understood by all and encourage others to do so.
Confident when dealing with negative situations.
Convince others to have ideas and create new options.
Develop competences and expertise in both self and others in order to gain standards and deliver results within agreed timescales.
Should enjoy challenging situations where results can be achieved through persuasion within a specialist area of expertise.
Comfortable and able to act with autonomy.
Takes full accountability for performance and development.
Ability to build strong relationships and influence others.
Cultural fit with Tyco values.
Full driving licence.
Integrity and trust
Drive for results
Proven new business or account management experience preferred
Demonstrate a proven track record of working with tier one customers.
Demonstrate a successful track record of achievement in new business development.
Networking with relevant groups and peers.
PC literacy, including knowledge of Microsoft Office products.
Awareness of key end users their challenges and strategies.
Educated to A level standard (or equivalent).