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Job Description

Position:

Sales Account Manager

Salary/Package:

Basic Salary + Commission

Benefits:

22 days holiday entitlement rising to 25 days after 5 plus years’ service
2 days for personal wellbeing
Company supported CSR Volunteer Day
Hybrid working approach
Death in Service – x4 basic salary
Private Medical Insurance available, partially subsidised by Ci
Corporate gym membership available, partially subsidised by Ci
Salary sacrifice charity donation scheme
Ci Christmas Savings Club
Ci Lottery
Out of town offices with free parking
Pension – including option to join Salary Sacrifice/Exchange for Pension scheme

Business Unit:

Defence

Reporting to:

Director, Defence & Security

Location/site:

Basingstoke

Vetting requirements:

Yes

Company Overview

Centerprise International (Ci) was established in 1983 and has over 30 years of experience and expertise in providing innovative products and services. Our financial strength, and breadth and quality of services offered, together with our enviable record of success in supplying under many framework agreements and winning many government contracts makes Ci one of the leading ICT suppliers. Our cash reserves, recent strategic acquisitions and the quality of contracts held are an assurance of our future growth.

Throughout its history, Ci has evolved to meet market demands and now offers Managed Services and Solution Design to complement our own products

Ci actively seeks to attract talented ambitious individuals, to nurture and develop through their career with the organisation. The Ci Group comprises of wholly owned companies and a joint venture business, so the opportunity to build a wide and varied career path truly exists.

All employees have the opportunity learn from successful, capable business professionals within the organisation, to absorb knowledge and experience first-hand how a thriving privately owned business operates.

Role Description

Ci continues to grow and cement its position within Defence as the go-to VAR and Managed Service Provider. You will be responsible for securing and maintaining a profitable revenue stream from a range of large Defence Primes. To achieve this, you will attend client meetings and network with clients and prospects to establish strong strategic partnerships and relationships, leading to the positioning of Ci as first choice for all current and future IT needs. You will develop market intelligence and customer insight to develop credibility and a competitive advantage. Canvass new business whilst ensuring you retain and grow existing accounts. Meet & exceed all business Key Performance Indicators which include revenue, GM, sales pursuits, client meetings and client numbers. You should have excellent communication and negotiation skills and be customer service oriented.

Our ideal applicant will have clear and proven knowledge of Distribution and the Channel. They will be able to build additional services around key IT product sets and capable of supply chain management to large organisations through strong customer and vendor relationships.

Specialist duties and responsibilities:

  1. A strong sales background and understanding of the sales process, with proven experience of handling large accounts.
  2. Consistent track record of working within a target driven environment and achieving these targets consistently.
  3. Excellent time management and organisation skills as well as strong attention to detail.
  4. A strong objection handler who can break down customer issues and make suggestions to what you can and will implement to improve the customer process.
  5. Managing a portfolio of accounts to achieve long-term success.
  6. Developing positive customer relationships and owning account needs end to end whilst supported by other departments.
  7. Generating new sales using existing and potential customer networks.
  8. Create written communication, proposals, and presentations to a professional level.
  9. Knowledge of CRM software and MS Office (MS Excel in particular).
  10. Being prepared for and attending weekly management meetings, monthly business reviews and quarterly business reviews; this includes ensuring all required reports are up to date.
  11. Work directly with vendors and suppliers to build relationships and understand roadmaps and industry trends to promote.

As with all personnel within the business, the individual will also be required to show:

  • A commitment to comply with the Company’s Information Security Policy
  • A commitment to promptly report any security weaknesses or incidents
  • A commitment to adopt and maintain a Health and Safety culture within the Group

Competencies

Collaborate & Influence Makes an effort to connect with people outside the immediate team and has the ability to positively influence the way others think.
Conviction & Courage Will take a stand and share a point of view, understanding he/she may not always be right.
Communication Skills Effectively communicates his/her thoughts in a well organised and effective manner in order to get the desired message across.
Open Communication Is professional and positive in interacting with others and is able to establish rapport quickly, treating others with courtesy and respect.
Drive for Results Demonstrates a strong work ethic committed to seeing tasks through to completion, whilst taking responsibility for and taking pride in achieving successful results.
Decision Making Makes good timely decisions within his/her authority that affects his/her work.
Managing Change Can cope with and adapt to changing situations whilst maintaining high performance levels.
Innovation Pushes him/herself to think beyond the obvious, contributing new ideas to enhance ways of working and ensure high quality deliverables.
Focus & Prioritisation Develops measurable objectives, with management guidance, to focus and prioritise what’s important, ensuring efficiency and effectiveness in the delivery of work/projects.
Problem Solving Solves routine problems effectively, gathering the information necessary to consider a potential way forward that you can share with your manager.

Experience and Skills

Essential

  • Excellent communication skills (verbal and written) and a confident telephone manner
  • A passion to drive new business and ability to work within a fast-paced environment.
  • Be a highly motivated pro-active self-starter who can think on their feet
  • Ability to build additional service offerings around existing product sets and contribute to new ideas
  • Career focus with a desire to work within a dynamic sales team
  • Flexible and willing to travel to remote sites
  • Competent in MS office package i.e. Word, Excel, PowerPoint etc
  • Knowledge of Distribution and the Channel

Desirable

  • Genuine interest in working within the Defence Sector to develop in-depth knowledge with support from the business
  • Experience of relevant IT procurement frameworks.
  • Interest and experience of IT Sector

Company Profile

Essential

  • Customer-Centric - Ensure customer satisfaction is our number one priority
  • Commitment - Be true to your work and go the extra mile to deliver on your promise
  • Courage To Challenge - Have the strength to make a difference and don’t be afraid to constructively challenge the status quo
  • Succeed - Be innovative and do all that is reasonable to deliver a positive outcome
  • Dedication - Giving your time and energy in the best interests of the Company

Education/Qualifications/Specific training

Essential

  • Minimum A-C grades in Math and English
  • BSc or similar degree course

Desirable

  • Prince 2 or APMP
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