|Position:||Enterprise - Account Director - New Business|
|Salary:||commission, car allowance|
|Contact Name:||Jenna Jackson|
Location: Field Based - UK Wide
Salary: Competitive based on skills and experience + commission + car cash allowance
Working Pattern: Permanent | Full Time, 37 hours | Flexible Working Options Available
About the Department
SSE Enterprise Telecoms operates a 21,000km private telecoms network, with over 265 Points of Presence and connectivity to over 80 commercial data centres that span the UK. With its extensive telecoms engineering experience, the company provides commercial security with unrivalled in-house engineering resource to Service Providers, Large Enterprises and the Public Sector providing a competitive range of leading-edge SD-WAN, UCaaS, Ethernet, Cloud Connect, Optical Networking and Co-location services.
What is the Role?
Drive new business sales in the Enterprise Sector to grow our base of customers. Work to form relationships with key strategic accounts taking SSE ET's products and services to market. Create incremental sales growth from new business using a joined-up approach to focus on high value customers at a senior level working closely across the SSE ET functions to deliver customer propositions that please customers and deliver sustainable profit.
New Customer Development - Establish credible relationships with specific customers and partners to build the required pipeline to three times target.
Margin Enhancement - Ensure that all margins being developed are maximised for the benefit of the business whilst balanced against ensuring the business is won at a competitive price.
Responsibility to build, evolve and strengthen our approach to relationships with assigned customers that will move us from a supplier of commoditised services to become a trusted advisor and enduring partner. Execute our 'challenger' approach to working with a diverse and strategically chosen customer audience, anticipating their decision-making processes to retain and grow profitable revenue.
To lead approved bids, through the defined processes, identified as material in the context of the Enterprise Sector growth targets. To ensure that the structure and content of bids and proposals meet the requirements of the customer whilst also clearing all internal approval gates.
Product Features and Benefits - Contribute to Product Management and Marketing teams, to ensure features, benefits, target accounts, sales tactics, competitive positioning, pricing and lead generation activities are thoroughly understood.
Account Planning - Proactive Account Planning that creates professional Account Development Plans (ADPs) that sets the strategic direction of the business on an account-by-account basis. The ADPs will be owned by the Account Directors but must be agreed and signed off on a quarterly basis by the Sector Director and Head of Sales.
Teamwork - Leverage and develop relationships throughout SSE ET to maintain customer focus and collaborative approach in delivery of client needs.
Forecasting - Ensure all CRM forecasts committed are achieved. Ensure forecasts are accurate, up to date and understood by affected teams in SSE ET and reported against within the agreed timelines.
Documentation - Ensure that all administration and written documentation (including proposals) is of an excellent standard and appropriately approved.
What do I need?
You will be a confident and tenacious salesperson with a firm grasp on the UK Telecoms market and experience in selling core connectivity services, Managed Services and collaboration services such as UCaaS, VC and contact centre. New business sales experience into FTSE250 organisations with excellent knowledge of current trends, competitor positioning, market dynamics and developments would be advantageous. You will have a good understanding of working within a large matrixed environment to deliver high value proposals and solutions to customers.
Knowledge of strategic selling strategies such as Miller Heimann, SPIN, TAS or similar is required.
- Highly organised, disciplined and professional with the ability to work accurately to demanding timeframes
- Business focussed and committed to delivering exceptional results
- Assertive and confident with a "can-do, will do, want to do" approach
- Positive, determined and motivated by business challenge
- Ability to demonstrate a commitment to collaborative and innovative working
- Embraces and supports change
- Able to rationalise and make incisive decisions
- Flexibility to undertake regular travel in the UK will be required
- Have gravitas with internal and external stakeholders
- Have a challenging and understanding approach
- Demonstrate an innovative and inquisitive style
- Ability to work well across multi-functional teams
- Constantly adopt a collaborate approach to solving cross-business challenges
- Honesty and integrity
We're committed to ensuring we offer our people a great place to work, with competitive salary, contributory pension plan and benefits package. Click here to find out what else is on offer.
All applications should be submitted online however to discuss any adjustments you may require submitting your application please get in touch. We'll let you know the outcome of your application after the closing date.
Please be aware if you are successful, you'll be required to complete our pre-employment screening process before joining SSE.
We all have different skills here at SSE and that's what makes us stand out. We all take pride in a job well done and share the belief that an inclusive culture is key to our success and vision for the future. Above all, safety is at the heart of everything we do at SSE and we live by the mantra 'if it's not safe, we don't do it'.
SSE is an equal opportunity employer. We encourage diversity and are committed to creating an inclusive environment for all employees