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Account Director EU-I

Job Req ID:  33052
Posting Date:  11 Jul 2024
Function:  Sales and Commercial
Unit:  Business

Telecomlaan 9, Diegem, Belgium

Salary:  Competitive with Benefits

Recruiter: Reka Vajna

Why BT?


We’ve always been an organisation with purpose; to use the power of communications to make a better world. You can trace this back to our beginning as pioneers of the world’s first telecommunications company. At our heart we’re a technology company with research and innovation in our bones and a desire to be personal, simple, and brilliant for our customers - those are the values we live by whilst also creating an inclusive working environment where people from all backgrounds can succeed. Our pursuit of progress over the past 180 years has established BT as a strong, successful brand, with huge scale capable of achieving great things. From supporting critical services, hospitals, banks, governments and keeping economies around the world online, safe and secure, to delivering large scale technology infrastructure for the biggest MNCs in the world.. Today in this fast changing, always on, digital world our purpose remains true. Yet the market conditions, regulation and competition we face are tougher than ever before. So if you have the drive, optimism and resilience to help propel us forward we’ll offer unrivalled personal development, a wealth of opportunities to learn, experience new things and pursue new careers. If that’s you and what you’re looking for, we’d love you to be part of our future.



Why Global?


With customers in 180 countries, we're a leading global business communications provider. We have 17,000 people serving multinational companies, proving the services they need to create the digital transformation of their businesses. Thanks to our portfolio strategy, we provide high-performance, integrated and secure network and IT infrastructure services to global customers. It means our customers can connect easily and securely to the applications and data they need, wherever they are in the world. Our Digital strategy will help create a better future for both Global and our people. With a business focused around a global customer base and a portfolio of scalable repeatable solutions, supported by outstanding customer service and market-leading security. To deliver it we need to focus where we can be brilliant, be more straightforward to do business with and meet customer needs with greater agility. This will help us to become a more profitable, predictable and customer-focused business



Why this job matters?


The role holder is responsible for planning and delivering substantial sales growth. Responsible for client engagement relating to existing and new business including client satisfaction. The role holder would be expected to deliver growth with new sales covering both acquisition and retention accounts, targeted on incremental Sales Margin (ICGM) & revenue, driving value activities and pipeline growth.



What I’ll be doing – your accountabilities


• Plans then delivers strong sales growth

• Growth will be globally and the full range of the Global portfolio including industry proposition.

• Keeps sales records current and accurate in Salesforce.

• Actively manages senior client relationships to ensure long term profitable & growing business and strong customer satisfaction.

• Collaborate with the entire organization to deliver winning and profitable sales.

defining the account plan, identify whitespace opportunities and sell profitable GS solutions.

• Accountable for the customer relationships and ensure E2E customer satisfaction.

• Generate revenue per Account and achieve ICGM targets



Skills required for the job


• Governmental and public procurement experience and knowledge are an advantage

• Customer relationship management up to C level

• Substantial sales growth

• Global business experience

• Strong commercial and financial acumen

• Ability to articulate technical and complex business issues and work with senior level customers and BT executives

• Relevant sales experience: client engagement, pipeline building, opportunity qualification, deal management, business case generation, deal closure & handover

• Excellent influencing and commercial skills • Collaboration

• Manage E2E customer journey interfacing with Delivery & Service on delivery process and key customer issues • Working in a matrixed environment managing virtual Global teams of experts

• Be fluent (written/spoken) in at least English, French and Dutch with close proximity to the end customer based in Belgium and Luxemburg


Experience you would be expected to have

• 5+ years of experience with relationship management and direct sales – MANDATORY

• Track record of success in building relationship at Clevel/senior manager/exec level – MANDATORY

• Has delivered or exceeded sales targets in major enterprise accounts – MANDATORY

• Developed and executed successful account plans to deliver business unit sales targets – MANDATORY

• Creative thinking and solutions to complex business problems including across geographies and cultures - PREFERRED


Connected leaders behaviours


Customer champion

• I champion our customers’ in everything I do. I understand customers’ needs and challenges and don’t stop until we create brilliant experiences for them.

Solution-focused achiever

• I cut through complexity and obstacles to get to the right ethical solution at the right time. I always deliver my ambitious goals, outcomes and timelines.

Commercial thinker

• I come up with ideas, provide insights and create propositions that benefit our business. I understand the wider market and commercial drivers.



Key decisions:


• Account revenue and ICGM targets

• Customer sales strategy

• Pursuit of profitable account opportunities

• Customer relationship management and profitability

• Escalation point for customers

• Commercial and ethical risk management

• Liaison with Business Management and Commercial organisation to ensure best resources are aligned to Accounts / Bids


Although these roles are listed as full-time, if you’re a job share partnership, work reduced hours, or any other way of working flexibly, please still get in touch.


Studies have shown that women and people who are disabled, LGBTQ+, neurodiverse or from ethnic minority backgrounds are less likely to apply for jobs unless they meet every single qualification and criteria. We're committed to building a diverse, inclusive, and authentic workplace where everyone can be their best, so if you're excited about this role but your past experience doesn't align perfectly with every requirement on the Job Description, please apply anyway - you may just be the right candidate for this or other roles in our wider team.

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