Account Manager - Majors

Job Req ID:  6632
Posting Date:  20-Jan-2023
Function:  Sales and Commercial

London, London, United Kingdom

Salary:  Competitive

Purpose Of Role:


As a Major Accounts Sales Professional within Major Accounts the role holder will be responsible for supporting some of CPS’s major growth accounts. The role holder will primarily be a Desk Based Sales Professional, responsible for representing the company and selling its products and services working as part of an account team alongside an Account Director. He/she will be well-informed about the latest sales developments and will be aligned with the overall account strategy offering support on sales and deals, customer satisfaction and growing the bottom line by defending and protecting existing revenue streams.


The individual will be responsible for:


Defend & Growth:
•    Voice contract resigns – protecting & growing current spend, validating inventory, implementing contracts and aligning to the migration of all IP voice services 
•    Owning transactional order requests – growing and retaining BT’s core products protecting these critical services against our competition. Services include broadband, PSTN, inbound and kit. 
•    Proactive acquisition of core products 
•    In life calls and lines management reporting on performance growth and ensuring customers are on the right plans and engaging with colleagues in the migrations team to hand hold customer journeys from legacy to IP 
•    End of contract notifications with journey outline to new contracts 
•    Providing a visible always available presence for customers providing a fast response to BT’s strategic customers 
•    Managing Campaigns across the account base, registering on Sales Force and ensuring key contacts have the correct marketing content and manage campaign journey

Customer Satisfaction:
•    Order delivery – Ensuring orders are delivered on time and feeding customer P&L in line with forecast. Raising escalations into Service when necessary and taking ownership to drive through to completion 
•    Cease requests – raising cease requests, chasing the requests and dealing with credits if they are not raised on time, answering queries regarding ceases and recon charges, dealing with associated billing queries
•    Management of orders and in-life products that sit in Global Services – completing order forms, raising orders, creating order on MYPD, managing orders through to delivery 
•    Customer Change Requests  – producing documents, signing with customer and raising requests
•    Billing queries – raising issues, chasing issues to resolution, collating relevant information across multiple systems, feeding back to the customer and dealing with associated questions. Forecasting and feedback impact on P&L.
•    Customer inventory requests – getting details, validating and making changes
•    Novations – preparing inventory, paperwork, signature, raising relevant orders, making sure the changes are implemented and in the correct timescales to avoid credits

Key Responsibilities:

    Ensuring the most effective delivery of revenue & margin against customer P&L through quick delivery of products and services
    Developing relationships with the account team and customers and protect & grow current customer spend  
    To understand customer requirements and work with the account team to deliver World Class account management to BT’s Strategic Accounts and deliver excellent customer service.


Business Impact:
    Medium-term business strategy and objectives typically guide this role
    Impact is primarily short-term but develops plans over the medium term.  
    Assesses customer relationships and service level.  


Authority/Decision Making:
    Maintains a regular relationships both with customer and internally following the customer contact strategy.

    Graduate or relevant job experience highly desirable
    Experience or a desire to work in a sales environment, in particular solutions sales.  
    Evidence of driving up revenue growth and customer satisfaction.
    An interest in Tech & IT Sales across the public and private sector 
    Excellent communication and relationship building skills