Account Director Government Sales

Account Director Government Sales

Objectives

• To assist and support in delivering the budgeted revenue for the accounts within the assigned account base.

• Central point of responsibility for the coordination for all eirevo activities in the assigned account base on a peer selling basis

• Work with customer and operational teams to align the delivery of services and the eir evo Business relationship with the strategic needs of the customer.

• Continually work to augment the revenue stream, maximising the financial return from these customers. Ensure that a holistic pipeline is developed within the customer base

• Develop new business and revenue opportunities within the assigned base

• Managing the peer level relationship between the customers and eir evo

• Work with customer operational managers to align the delivery of services and the eir evo relationship with the strategic needs of the customer.

• Inform the customer of new corporate capabilities and developments within eir evo's organisation and develop and propose new ideas that will provide on-going benefit.

• Manage the correct level relationship with the wider partner environment as it relates to the customer base as well as relevant 3rd party providers.

• Work within overall delivery team to ensure eir evo fulfils all of its obligations under customer agreements.

• Work with the governance teams to establish, manage and meet all commitments, requirements and expectations.

• Plan and coordinate administrative procedures and systems and devise ways to streamline processes.

• Managing costs to ensure P&L margin is maximised.

Key Tasks

• To act as the central point of responsibility for the coordination for all eir evo activities in the assigned account base on a peer level basis.

• To work closely with the eir evo Presales, Service Management and Operations teams to both ensure a comprehensive customer experience through all contracts

• To proactivity work with third parties for all contract renewals

• To support in protecting and defending our core revenue

• To support in delivering and exceeding revenue, mobile, ICT and cash collection targets

• To assist and support on pipeline management and weekly sales reporting

• To understand the customers' short, medium and long-term business drivers and strategic requirements to enable eir evo to align our solutions and offerings to provide maximum value

• Promote the eir evo 'brand' by exceeding customer expectation and ensuring high levels of customer satisfaction.

• To confidently and assertively protect eir evo revenues with innovative solutions leveraging internal resources and expertise to maximise our return.

• To ensure all forecasting and financial management is accurate and reflects the reality of the business with the customer.

 Key Performance Indicators

• Strategic nature of eir evo relationship with customer(s)

• Customer identification of eir evo as a key partner, playing a critical enabling role for their evo business

• Sales Performance against revenue, mobile, ICT and cash collection targets

• Effectiveness of wider eir evo virtual team in delivering service to the customer(s)

• Opportunity Pipeline measured by quantity, quality, accuracy and velocity

• Defence of core eir evo revenue and contracts

• Growth of opportunities and revenue through use of innovative and new product/service offerings

• Consistent Customer contact and execution of agreed account strategies.

Skills Required

• Experience in managing large Government customers

• Knowledge of Government Frameworks and how they work

• Proven background in sales and support, ideally within Telecoms/lCT with a proven track record of sales of large accounts over at least 10 years

• Works on own initiative and is continually looking at ways to improve performance of the account team

• Comfortable and challenged working within a large organisation and able to build effective relationships with external customers and internal stakeholders

• Demonstrable understanding of more complex solution sales with combined products and services and selling to larger organisations.

• Extremely well organised with strong planning and reporting skills and ability to coordinate complex account relationships at senior decision-maker level

Competency Profile

• Business Competencies

• Strategic Focus (5)

• Results Focus (5)

• Customer Focus (4)

• Innovation (4)

• Knowledge of Government procurement operates(5)

People Competencies

• Oral and Written Communication (5)

• Interpersonal Skills (5)

• Influence and Winning Commitment (5)

Reporting to;

• Head of Government Sales

Terms of Appointment

• Personal Terms Contract