Central Government Account Director

Central Government Account Director This role is predominantly a field based, customer facing sales role, responsible for deep relationship development to deliver margin growth within a number of strategic accounts, as well as adding net new customers. There is also a career opportunity to grow a team once you have developed your portfolio of accounts and should you wish to direct yourself down this path. Sales * Identify & proactively maximise opportunities for sales growth. * Deliver sales to achieve targets. * Develop and maintain strong relationships with all key decision makers within allocated and target accounts. * Work with and through the relevant specialist sales resources to develop new and existing lines of business. * Own, manage and control the preparation of bids, tenders and RFIs / RFQs, and use allocated resources to ensure that high quality bids are submitted in a timely fashion. * Allocate relevant focus and time to each customer and opportunity to deliver against the sales target. * Achieve a minimum of 4-6 face-to-face customer meetings per week and ensure meetings have a formal agenda / objective and that meeting notes and actions are recorded. * Identify and creatively resolve barriers to sales in individual opportunities. * Ensure all actions from customer communication and meetings are distributed to the relevant personnel and are responsible for the outputs in a timely and efficient manner. * Lead partner engagement with key and strategic partners. * Create and maintain 5 account plans for quarterly presentation to Sales Director and Sales Manager. * Increase customer engagement through spend frequency. Planning and Forecasting * Take a lead role in the planning and development of the Account sales strategies. * Build a short, medium and long term sales pipeline of opportunities to the level required by the business - currently three times the annual sales target. * Forecast sales pipeline weekly. * Develop and action working account plans using the company templates, and review monthly with your line manager. * Manage your time effectively to ensure that no customer is disadvantaged. * Attend vendor training and personnel training courses as requested by Management. Person Specification: * Knowledge of value-based sales processes and how they are applied in practice. * A good understanding of the Central Government market influences and trends, and the competitive landscape. * Expertise to enable the provision of consultative services, and knowledge transfer to the targeted customer base. * An understanding of the dependencies of IT on public sector efficiency, and how this converts into customer value. * An in-depth knowledge of how organisational structures and decision-making processes affect purchasing decisions. * An understanding of return on investment methodologies from a customer and personal sales target perspective. * A broad understanding of the company's goals, and the Sales strategy in particular. Skills * Review customers, plan development and deliver against those plans. * Demonstrate business value at Board or Director level in order to gain commitment. 3 Internal * Interpret business issues and translate these into technology or people-based solutions. * Analyse sales data to understand current sales performance and improve ongoing performance. * Verbally communicate precisely, effectively and with authority to both individuals and groups. * Manage multiple tasks and conflicting priorities effectively. * See tasks through to completion and within agreed timescales. * Write clear, concise business English. * Create concise, accurate and engaging presentations. * Manage both your emotions, and the emotions of others. Package: An attractive package is offered including: Competitive Salary Commission 25 days holiday (rising to 27 days with service) Pension scheme Private Healthcare Life Assurance