Account Manager-Corporate Acquisition
BT Group
Northamptonshire, United Kingdom, Ireland
6d ago

Why this role matters

To acquire new corporate customers in a defined region maximising Gross Operating Margin, Profit and NPV by focusing on the creation of opportunities within a sales region from a defined customer base via the definition and execution of a multi stakeholder engagement sales plans using SPIN sales methodology.

BT Enterprise

We have around 1.2 million customers and serve over half the FTSE 350. Our customers range from big household names, government departments and public service organisations right through to small businesses and new start-

  • ups. We cover both the communications and IT services markets. Overall we’re focused on four main product markets : Fixed Voice;
  • Mobility; Fibre and connectivity; networked IT services provided over the biggest UK network in both fixed and mobile communications.

    We also provide network IT services to corporate and public sector organisations in the Republic of Ireland.

    Our Wholesale business helps communications providers (CPs) and other organisations provide fixed or mobile phone services.

    Our ventures provide mass-market services like directory enquiries and payphones, and enterprise services including Fleet Solutions and BT Redcare.

    We also offer specialist enterprise services to our Internet of Things customers.

    What you'll be doing

  • Achieve / exceed business targets, expressed in terms of Gross Operating Margin, profit ,volume and customer satisfaction
  • Develop effective engagement strategy across a defined base of potential corporate customers
  • Influence and shape corporate customers’ communication strategy via stakeholder interactions developing strategic partnerships.
  • Create sales opportunity for BTEE.
  • Develop Spin based sales win campaigns to maximise the efficient use of BTEE resources.
  • Key Challenges :

  • Short term build of new business pipeline and short term delivery in a mid-long term lead time segment
  • Translation of win plans process into sales with actionable steps for self and virtual team
  • Creating and selling a compelling value proposition to customers to deliver profitable new business making the transition from volume to Gross Operating Margin to profit
  • Extension of the portfolio from voice and data to a fully converged solutions set
  • Maximising the communication of the BTEE vision and plans to deliver competitive advantage.
  • Key Relationships-within own function :

  • Short term build of new business pipeline and short term delivery in a mid-long term lead time segment
  • Translation of win plans into a sales process with actionable steps for self and virtual team
  • Creating and selling a compelling value proposition to customers to deliver profitable new business making the transition from volume to Gross Operating Margin to profit
  • Extension of the portfolio from voice and data to a fully converged solutions set
  • Maximising the communication of the BT EE vision and plans to deliver competitive advantage.
  • Key Relationships-outside of function :

  • Influencing, negotiating, product aware.
  • Represent customer issues & agreeing resolution, engage as part of virtual team within win plan
  • External suppliers / customers :

  • 3rd party partners e.g. solutions providers, device manufacturers, lead generation agencies, industry bodies e.g., Buying Solutions for PS
  • Prospect meetings

  • Sales focussed influencing, negotiating, Face to face, telephone and email dialogue with prospects throughout the sales cycle through to successful implementation
  • We'll also need to see these on your CV

    Essential Skills requirement :

  • Ability to understand project drivers for corporate businesses
  • Ability to develop bespoke propositions to meet customer requirements
  • Spin selling approach which considers technical, economic, user buying influences and be active at both influencer recommender and decision maker levels
  • Implement the spin qualification model used within BTEE
  • In depth understanding of the business drivers, requirements, technological, political, economic and environmental influencers in a key opportunity
  • In Depth understanding of BTEE sales pricing tools
  • Management of UK virtual teams to actively define customer value and create solutions
  • Act as an ambassador for BTEE both in the external market and within internal stakeholders, demonstrating best in class sales behaviour and delivery excellent customer experience results
  • Take responsibility for your own personal development and agree development plans with your line manager, to ensure you are fully conversant with the whole portfolio and can sell a value proposition
  • Knowledge / Experience :

  • Proven experience and success in direct sales, generating new business in IT / Telecommunications or a business to business medium corporate market place
  • Proven ability to develop and maintain an effective network of contacts and build relationships at all levels of the customer / prospect organisation
  • Highly effective written and verbal communication
  • In depth knowledge of B2B propositions, processes and systems
  • In depth knowledge of the IT / Telecommunications industry and buying processes
  • Ability to articulate winning sales plans and translate into tangible sales activities, successfully engaging virtual teams
  • Commercial acumen which enables achievement of profitable new business
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