National Accounts Executive

National Account Executive

Based: North of England, covering Sheffield up to Darlington across to Manchester and Liverpool. (Location to be agreed on offer)

Role Profile

Delivering new business wins from the Corporate, SME and intermediary markets through highly effective canvassing of businesses over the phone, video calls and in person using their prospecting skills. Delivering profitable accounts that reach and exceed targets for on rent and revenue.

Scale and Scope

Report to: National Sales Team Manager

Company car

Portfolio revenue management: £500K-£2M

Monthly new business appointments: 10-15

Monthly new account wins (£25K+):2-4

Role Contribution

Account Development

Achieve account contact frequency targets and attend regular review meetings. Ability to work with existing customers to highlight areas where Switch can gain additional rental volumes. Negotiation with lapsed accounts that can be re-activated.

New Business Delivery

Will gain great understanding of Switch Products and Services in order to facilitate a consultative sales approach. Identify all opportunities to open Switch Business accounts where it is beneficial to the customer and to Switch. Ability to get new customers trading quickly to profile.

Sales process Management

Use of in-house Athena CRM put in place to document and report on new business and account management activity. Understanding of customer paperwork requirements.

Territory Management

Good understanding of the region and the businesses located there. Has a structured plan in place to maximise time spent face to face with customers while minimising traveling time.

Market Awareness

Keeps abreast of competitor activities and market trends to identify prospect targets.

Business Communication

Collaborates with other functions so accounts are set up quickly and efficiently within the agreed SLAs. A full understanding of other department's roles in the customer journey.

Appointment Making

Self-management of prospect data to keep an active pipeline of £50K+ prospects topped up. Work with the Internal Sales team to maximise territory management and share local market info.

Relationship Building

Builds effective relationships with other teams, especially operations to drive new business opportunities coming into the team.

Cross Sector Prospecting

Vertical sector specialisation to aid in self-generated prospecting.

Indicators of Success

Delivery of revenue against target

New business wins against target

High number of self-generated new business wins

Key performance indicators

Appointments against target

Awareness of industry trends

Timely/useful insights on Competitor activity

High new win to traded revenue ratio

Core Skills Required

• Time Management
• Negotiating
• Verbal Communication
• Written Communication
• Business Literacy
• Managing the Detail

Core Behaviours required

• Strong Work Ethic
• Having a Positive Impact and Influence
• Knowing and Managing Self
• Putting Customers First
• Achieving More
• Working Together

What we need in the role is

somebody who...

Has a positive attitude and strong work ethic. Can work effectively under pressure and consistently deliver on revenue targets and profitable new account wins that will grow into loyal Switch customers, they are also motivated by identifying larger opportunities that they can plan and execute a strategy to win.

What we don't need in the role is

somebody who...

Has no sense of urgency and is unable to understand the role they play in the team and how it affects the overall revenue performance. They are easily frustrated when things don't go their way and they will sit and wait for opportunities to come to them.

Qualifications

Maths & English GCSE or equivalent

Experience

Proven experience dealing with high level Decision Makers in a B2B sales role where a superior work ethic has been demonstrated. A background in vehicle rental B2B sales is preferred.

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