Role Title:
Account Director Government Sales
Business Area:
E&G - JL
About This Role:
Objectives
* To assist and support in delivering the budgeted revenue for the accounts within the assigned account base.
* Central point of responsibility for the coordination for all eirevo activities in the assigned account base on a peer selling basis
* Work with customer and operational teams to align the delivery of services and the eir evo Business relationship with the strategic needs of the customer.
* Continually work to augment the revenue stream, maximising the financial return from these customers. Ensure that a holistic pipeline is developed within the customer base
* Develop new business and revenue opportunities within the assigned base
* Managing the peer level relationship between the customers and eir evo
* Work with customer operational managers to align the delivery of services and the eir evo relationship with the strategic needs of the customer.
* Inform the customer of new corporate capabilities and developments within eir evo's organisation and develop and propose new ideas that will provide on-going benefit.
* Manage the correct level relationship with the wider partner environment as it relates to the customer base as well as relevant 3rd party providers.
* Work within overall delivery team to ensure eir evo fulfils all of its obligations under customer agreements.
* Work with the governance teams to establish, manage and meet all commitments, requirements and expectations.
* Plan and coordinate administrative procedures and systems and devise ways to streamline processes.
* Managing costs to ensure P&L margin is maximised.
Expectations From The Role:
Key Tasks
* To act as the central point of responsibility for the coordination for all eir evo activities in the assigned account base on a peer level basis.
* To work closely with the eir evo Presales, Service Management and Operations teams to both ensure a comprehensive customer experience through all contracts
* To proactivity work with third parties for all contract renewals
* To support in protecting and defending our core revenue
* To support in delivering and exceeding revenue, mobile, ICT and cash collection targets
* To assist and support on pipeline management and weekly sales reporting
* To understand the customers' short, medium and long-term business drivers and strategic requirements to enable eir evo to align our solutions and offerings to provide maximum value
* Promote the eir evo 'brand' by exceeding customer expectation and ensuring high levels of customer satisfaction.
* To confidently and assertively protect eir evo revenues with innovative solutions leveraging internal resources and expertise to maximise our return.
* To ensure all forecasting and financial management is accurate and reflects the reality of the business with the customer.
Key Performance Indicators
* Strategic nature of eir evo relationship with customer(s)
* Customer identification of eir evo as a key partner, playing a critical enabling role for their evo business
* Sales Performance against revenue, mobile, ICT and cash collection targets
* Effectiveness of wider eir evo virtual team in delivering service to the customer(s)
* Opportunity Pipeline measured by quantity, quality, accuracy and velocity
* Defence of core eir evo revenue and contracts
* Growth of opportunities and revenue through use of innovative and new product/service offerings
* Consistent Customer contact and execution of agreed account strategies.
Requirements For A Successful Application:
Skills Required
* Experience in managing large Government customers
* Knowledge of Government Frameworks and how they work
* Proven background in sales and support, ideally within Telecoms/lCT with a proven track record of sales of large accounts over at least 10 years
* Works on own initiative and is continually looking at ways to improve performance of the account team
* Comfortable and challenged working within a large organisation and able to build effective relationships with external customers and internal stakeholders
* Demonstrable understanding of more complex solution sales with combined products and services and selling to larger organisations.
* Extremely well organised with strong planning and reporting skills and ability to coordinate complex account relationships at senior decision-maker level
Competency Profile
* Business Competencies
* Strategic Focus (5)
* Results Focus (5)
* Customer Focus (4)
* Innovation (4)
* Knowledge of Government procurement operates(5)
People Competencies
* Oral and Written Communication (5)
* Interpersonal Skills (5)
* Influence and Winning Commitment (5)
Others:
Reporting to;
* Head of Government Sales
Terms of Appointment
* Personal Terms Contract