Strategic Account Manager

Role Title:

Strategic Account Manager – Public Sector

Department:

Sales

Location:

South

Reports to:

Sales Director

Date:

01.04.2023

Role Purpose

The Key Account Manager role is responsible for the overall management of a portfolio of customers who traditionally operate within the public sector, namely Infrastructure & Aviation. The post-holder is a knowledgeable and innovative strategic partner and advisor to Evander’s customers. The role adds value, growth and expertise by developing and maintaining successful client and customer relationships.

The role is also responsible for the continuous growth of Evander’s key account portfolio and involves proactively identifying opportunities to drive business development, by winning new business and growing Evander’s customer and client base within the public sector. The post-holder ensures that existing and prospective customers are kept up to date on the full Evander service proposition so that new opportunities to work together are maximised.

The Key Account Manager works closely with internal departments including Credit Control, Pricing and Customer Experience, maintaining positive stakeholder relationships and collaborating effectively to ensure that customer and client expectations are met at each stage of their Evander journey.

Evander Vision & Mission

We believe that where you live and work should always be safe, secure and sustainable

Believe in the future of Evander and build a profitable £100m+ business together.

Listen to our colleagues and create a great place to work, where people feel trusted to make a difference.

Love our customers and go the extra mile.

Key Accountabilities & Activities

• Responsible for proactive, strategic relationship management of Evander’s largest public sector accounts, ensuring the journey with Evander is seamless and effective.
• Maintains a robust understanding of market trends and research, client values and wider marketplace potential.
• Ensure that regular client contact is maintained on a daily basis, keeping them up to date on the latest Evander services and acting as a single point of contact should they require support with on-going project delivery.
• Develop and grow the public sector customers through strategic account management, value adding initiatives and consistent sales methods.
• Have an in-depth understanding of the public sector, the decision processes and key drivers which are underpinned with multi-layered contacts.
• Attend and present at external customer meetings and internal meetings with Evander departments necessary to perform duties and aid the growth of the allocated customers.
• Undertake quarterly customer account reviews which capture service level performance, identify risk and explore opportunity on a forward-looking basis.
• Ensure all customers are managed around key performance drivers, revenue performance, lead conversion, debt performance, program delivery and innovation.
• To create and maintain a vibrant pipeline of achievable new business opportunities relevant to the public sector.
• To direct and shape the full tender process with the support of the Bids and Tenders function. Understanding customer win themes, delivering high level presentations and working to a 90% retention measure on all renewals.

Essential/Desirable Qualifications, Experience and Personal Attributes

• A driven and determined self-starter who excels in a results-orientated sales environment.
• Has an excellent sales manner and the ability to engage with all levels of business across multiple platforms including phone, email, video conferencing and face to face.
• A minimum of five years’ experience operating in a senior portfolio management sales capacity working to individual account budgets.
• Able to demonstrate direct responsibility for managing both public and private limited businesses with annual turnover in excess of £500m.
• A proven record of business development success and the ability to deliver high level strategic customers through both formalised tender processes and service level agreements.
• Able to detail experience of developing accounts and growing share of wallet whilst operating in a highly competitive marketplace.
• A strong level of commercial acumen and understanding of basic principles such as profitability, gross margin, rebate structures and budget allocation.
• Ability to deliver high standard presentations to audiences of up to 20 people.
• Ability to prioritize time according to opportunities and work in a self-sufficient and disciplined manner.
• Knowledge of using and managing a CRM system.
• Ability to communicate internally and form strong working relationships with accompanying departments.
• Previous experience selling to the public sector is preferable but not essential.

Other Important Information…

Act as an ambassador for our brand values, actively promoting and applying these values wherever possible.

Comply with Health & Safety requirements of the Company, keeping ourselves and each other safe at all times.

Take the time to understand and work within Evander’s policies, procedures and ways of working.

Uphold the company’s equal opportunities policy and ensure that any discriminatory practise within the workplace is appropriately challenged.

Adhere to all aspects of confidentiality and Data Protection in order to comply with the law, observing all policies and guidelines.

The post holder will be required to undertake such other duties as may be required within the competence of the post. Therefore, the list of duties in this job description should not be regarded as exclusive or exhaustive.

A full UK drivers’ licence and the ability to travel nationally where required.

The flexibility for some overnight stays as and when required

Valuing Diversity and Inclusion, we aim to create a workforce that is representative of society where colleagues can be themselves. We know that embracing differences enhances Evander’s operational capabilities and helps to create a Great Place to Work. We are proud to celebrate diversity where individuals are accepted for who they are, regardless of age, gender, ethnicity, sexual orientation, religion or ability.