Account Manager
Johnson Controls
Sunbury-on-Thames, Surrey, United Kingdom
2d ago

What you will do :

In today’s dynamic retail environment, Tyco Retail Solutions understands the importance of new, innovative strategies to improve performance and build shopper loyalty.

As a leading global provider of integrated retail performance and security solutions, Tyco Retail has solutions deployed at more than 80 percent of the world’s top 200 retailers in 70+ countries.

Our legacy began over five decades ago with the introduction of Electronic Article Surveillance (EAS) technology to combat shoplifting.

Retailers worldwide embraced its benefits in helping to deter and detect theft, allowing customers to browse openly displayed merchandise, and protecting the store’s bottom line.

As a Account Manager for Sensormatic Solutions you will be responsible for driving sales and revenue growth within an assigned module of targeted Retail accounts.

This is a Sales role, is quota bearing and increasing sales growth across Sensormatic portfolios within an existing footprint forms the primary performance objective.

This role is performance based and measured against both sales and Sensormatic Solutions enterprise KPIs. You will accountable for retaining existing logo revenue streams with a focus on demand generation.

This role promotes Sensormatic Solutions in the market, and you will be responsible for building relationships with your targeted Tier 1 Retail clients.

This position for Sensormatic Solutions is responsible for acquiring new opportunities within existing customers and requires a results-driven Account Manager that has achieved success as an advisory seller in our highly competitive market.

Extensive experience in developing Executive-level relationships and partnering with clients and stakeholders is required.

Key attribute for being successful in this position is the ability to gain a high level of trust from both clients and internal team members.

The Sales Executive develops relationships with clients to create synergy between client needs and effective business solutions.

As part of the role you will both frame and drive business opportunities, leveraging the Sensormatic Solutions / JCI Delivery teams.

This will also involve the shaping and framing of propositions to meet client requirements working alongside Sector Leadership, Commercial Excellence leaders, Service Delivery Managers, Solution Architects and sales support teams, responsible for sales closure of the deals following Sensormatic Solutions processes and achieving the substantial targets including bookings, revenues and profitability.

  • Key for the role will be the ability to assimilate complex Sensormatic Solutions business propositions and use them to guide client conversations;
  • with a critical view on achieving relevant, measurable Business outcomes. The fundamental skills of client needs, and issue discovery, are clearly critical here, as is the ability to dynamically switch between issue discovery and proposition qualification.

    Developing and owning key client relationships across multiple teams and functional areas to create and foster greater collaboration and levels of trust.

    How will you do it :

  • Understand and discuss the Sales plan with the Sales leader to agree on potential major opportunities to be chased in his / her own focus area (territory, sector, etc.).
  • Qualify major opportunities to be further pursued, drive consistency between Sales strategy (value messages, relationship approach, and competitive differentiation) and content work managed by the Strategic Sales Support team (solution design, pricing and costing, delivery of proposal, planned project management).
  • Own communications and relationships with stakeholders for each deal.
  • You will be a key face of the Sensormatic Solutions relationship to the clients you are responsible for, covering many layers within the organization and be able to develop relationships at the Executive level, both on the Retail Technology and Business sides of the account.
  • As a major contributor you will be expected to represent your deals and accounts in the Monthly reviews that take place where there is a high level of accuracy expected in forecasting across the account activity.
  • Compliance with the Sensormatic Solutions sales methodology and practices in all dealings is a must.
  • Focus on bringing cross-portfolio opportunities to our existing customer base.
  • Support overall responsibility for the Client Relationship at the company's highest levels. Plans, directs and manages sales activities to continually reflect customer trends, market fluctuations, and changes in business practices / technology.
  • Impacts customer business strategy and sells solutions across the company solution portfolio. Establishes and articulates innovations and growth opportunities for customers and the company.
  • Ensures client satisfaction and broadening of offerings with potential new customers.

  • Leads the strategic direction of the account by establishing and articulating client satisfaction goals in relation to client expectations.
  • Serves as an advisor to develop vision, innovation, and industry expertise. Establishes relationships proactively and grows customer intimacy.

    Communicates with cross-functional groups and builds strategic relationships with client teams.

  • Provides significant industry expertise and client business acumen. Sells higher level services to the customer, enabling competitive advantage for them in the marketplace.
  • Provides thought leadership and capitalizes on cumulative industry, product, and company-specific experiences. Captures best practices and advises and facilitates the management and movement of information.

    What we look for :

  • Extensive understanding of the Retail Industry and its leading brands.
  • Able to negotiate deals where Sensormatic Solutions is not the low-cost provider.
  • Business / financial management expertise.
  • Familiarity with project management methodologies.
  • Proven sales and / or client relationship management experience preferred.
  • Ability to work with cross functional teams in order to achieve customer objectives.
  • Proven experience in winning complex deals with multiple stakeholders.
  • Excellent leadership skills necessary to operate at CxO level selling and delivering multi-solution portfolio engagements.
  • In depth understanding, and expert utilization of, account planning methodologies, forecasting and productivity tools (e.g. Salesforce).
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