Account Manager

Overview:

The Account Manager will be responsible for maintaining the existing territory of business and establishing new clients by proactively managing the sales cycle for the sale of TLS corporate products and services. The prime function of this role is to obtain new business, create new opportunities and increase revenue. Reporting into the Head of Partnerships & Sponsorship, this role will have overall responsibility ensuring consistent, profitable growth in sales revenue across all BD product areas.

Key Responsibilities:

• Drive systematic, profitable growth by meeting or exceeding sales quotas and key performance indicators.
• Achieve or exceed personal sales quota target by proactively managing the sales cycle for the sale of products and services to existing customers in focus accounts
• Proactively generate new business opportunities in line with KPIs set by the business.
• Grow monthly recurring revenue (MRR) through upselling, cross-selling and securing contract renewals
• Manage all commercial aspects of customer engagement including negotiations, orders and renewals
• Create and maintain relationships with customers at all levels by focusing on decision makers, political influencers and senior level executives within the organisation
• Coordinate all engagement and communication with the account including ownership of all proposals, demonstrations and tenders to the customer
• Identify issues and opportunities with account and coordinate relevant Law Society resources to address
• Manage and participate in the production delivery of presentations, demonstrations, proposals and tenders
• Understand and demonstrate understanding of customer business challenges, internal political environment, market trends, competition and partners that may affect the customer’s business and decision making
• Be able to demonstrate the value proposition and ROI for each opportunity and position TLS as a long-term business partner to the customer
• Assist in the development of custom solutions and applying these to progress standard (‘out of the box’) and non-standard (projects including services) opportunities
• Negotiate with the client to ensure all business is profitable
• Develop a substantial sales pipeline of at least x3 sales target for the Financial Year
• Meet or exceed monthly income numbers and annual quota
• Achieve target levels for customer satisfaction and loyalty

Adopt best practice sales techniques in line with TLS methodologies and processes

• Provide accurate forecasting to within +/- 5% for deals per quarter
• Ensure CRM account information is comprehensive and up to date at all times
• Develop and maintain Account Plans for all high value target accounts
• Complete meeting notes and Call Plans for all activities
• Complete Deal Plans for all focus deals with clear execution strategies
• Complete and regularly maintain qualification scorecard for all deals that reach the Qualified sales stage
• Participate in Deal Reviews as required and own the tender process
• Secure executive sponsorship for focus deals
• Actively seek the participation of wider BD and TLS expertise as necessary to ensure deal closure
• Obtain all necessary sign-offs for all proposals, quote and pilots before communicating these to the customer

Commit to being an active member of the team and to ongoing personnel and professional development

• Keep up to date with technological and market developments in the industry
• Attend training and actively seek to continually enhance understanding of TLS products and value proposition
• Attend marketing events, team meetings, kick off meetings and functions as required
• Adhere to all TLS processes and policies and maintain customer confidentiality
• Ensure TLSe brand and corporate values are evident to the customer at all times
• Understand and adhere to the TLS Vision and our Values

 If interested, please apply by submitting a CV and a Cover Letter addressing the essential criteria.