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Key Accountabilities
- Drive sales performance and achieve account growth and margin targets, contributing to division performance
- Deliver high levels of client satisfaction and retention (measured by cNPS and contract renewal rates)
- Through deep understanding of the client’s strategic and operational priorities, identify where division can bring new value to the client through service innovation and/or new services that meet the client needs
- Works in partnership with clients to identify and crystalise solutions to improve their existing service or address new service requirements
- Develops win strategies that maximise profitable growth by engaging new customer & product insight & innovation into retender opportunities
- Business Development, proposition & pre-sales teams to co-create solutions to address new client needs
- Transactional Sales team to quote and close sales for standard services
- Proactively develops and executes account growth plans and drives pipeline opportunities to close and win
- Applies rigorous data-led sales reporting (through Salesforce) to drive timely & best return on sales pursuit decision-making and inform pipeline understanding
- Shapes go-to-market strategy & execution plans by bringing Voice of Customer (VoC) and client insight to strategy planning, target setting & proposition requirements
- Adheres to CPS commercial, architectural and operational governance standards
- [Where relevant] Inspires, motivates a high-performing account management team by modelling and instilling a culture of account-based sales excellence, coaching and performance management
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Job Title
Account Manager
Job Description
Key Responsibilities:
Account Growth and Planning
- Develop and execute robust account growth plans, informed by client insight and market trends
- Identify and pursue opportunities for re-tender, renewal, and new business, supported by win strategies, in collaboration with Business Development and Sales Operations as appropriate.
- Use data-driven approaches (e.g. Salesforce) for pipeline management, forecasting, and reporting to enable accurate data-led sales planning, reporting and performance.
Client Relationship Management
- Build, maintain, and deepen trusted relationships with clients and network, to bring new insight to client’s strategic priorities and operational challenges and transformation agenda.
- Act as a strategic advisor, shaping future service requirements and influencing client stakeholders.
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Collaboration and Solution Development
- Work in partnership with Business Development, Pre-Sales team, AIPO to co-create solutions that address client needs
- Orchestrate cross-functional teams to deliver new business acquisition and seamless transitions into account management
Governance and Compliance
- Lead qualification recommendations through sales governance.
- Ensure all opportunities and proposals adhere to Capita’s commercial, operational, and architectural standards
- Maintain high standards of data quality and compliance in all account management activities
Sales Leadership and Team Enablement
- Lead, coach and inspire account management teams to deliver sales excellence and high performance
- Model best practice in account planning, sales execution, and client engagement to drive sales performance and deliver account growth.
- Identify and address training needs, fostering a culture of continuous learning and improvement
- Works in partnership with Business Development to on-board and ensure a smooth transition of new business into client account management
Location:
London
,
United Kingdom
Time Type
Full time
Contract Type
Permanent
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Skills
Sales Performance
Client Satisfaction
Account Growth
Data Analysis
Sales Reporting
Client Relationship Management
Business Development
Solution Development
Team Leadership
Coaching
Market Trends
Cross-Functional Collaboration
Governance
Compliance
Sales Strategy
Pipeline Management
Location