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Commercial Account Manager - Consultancy

Job description

Commercial Account Manager - Consultancy
Overall purpose To drive the overall development and conversion of the sales pipeline for the Consulting division. This is a multi-faceted role demanding a candidate who thrives upon the responsibility of establishing new business relationships and monetising them through successful sales conversion. The ideal candidate will relish the prospecting process and convincing significant blue-chip organisations to exploit our clients broad suite of sustainability solutions and be comfortable with high levels of uncertainty in being able to collaborate to develop bespoke solutions to meet the prospect's needs.
Key accountabilities
Responsibility Objectives
Revenue Generation * Achievement of an individual annual revenue target * Conversion of inbound sales enquiries * Possess a comprehensive knowledge of all Clients services to exploit cross sell opportunities * Prepare and present tenders, proposals, and contracts for Consulting Lead generation * Develop and manage the sales pipeline * Actively and effectively prospect for new business opportunities with target organisations Pipeline Management * Use CRM to record all account contacts, including meetings and phone calls Brand and service advocacy * Represent our clients at client and industry events to raise profile of the brand and service proposition * Act as a Service Ambassador. Train staff in consulting to optimize cross sell opportunities from other departments Service development * Understand the skills, capabilities, datasets and contacts that exist within the Consulting team in order to be able to speak confidently with prospects about what can be delivered and how it will be delivered by understanding the broad complexity of suitable queries. * Identify latent client needs and collaborate with operational teams to affect service innovations and improvements * Ensure a smooth handover from sale to project lead consultant * Track financial progress throughout the year and forecast where new sales and marketing activity is required to fill pipeline Industry knowledge * Maintain a current understanding of the wider industry, emerging trends and policy developments Lead/Inform the Marketing agenda * Weekly attendance at Monthly Marketing meeting to optimise share of voice and attract inbound leads * Execute marketing plans including, but not limited to, blogs, webinars, speaking roles at events etc Experience, skills * Must be comfortable generating, developing and converting new sales leads * A customer focused approach * Excellent written and verbal communication skills * Excellent solution orientated problem-solving ability * Excellent customer and account management skills * Good team worker with ability to lead and deliver projects as required * Proactive, self-motivated, able to work to own deadlines and commercially aware * Negotiation skills * Understanding of environmental, ethical and corporate social responsibility issues facing businesses including but not limited to those in relation to packaging, product development and carbon footprint * Knowledge of typical consultancy approaches to working with clients to solve these issues. Qualifications * Full UK Manual Driving License * Minimum: Grade C in Mathematics and English GSCE/O Level standard * Desirable: Educated to Degree level or equivalent * IT literate including: PowerPoint, Word and Excel
For more details please contact Michelle at mluck@allen-york.com

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