Canon EMEA
Commercial Account Manager
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Job Description
We are seeking a highly motivated, ambitious, and customer-focused Commercial Account Manager to join our market-leading sales organisation.
Working within a dynamic global technology and solutions business, you will be responsible for driving sustainable revenue growth across a portfolio of existing commercial customers and new business prospects. Reporting to a supportive and empowering Sales Manager, you will play a pivotal role in helping customers transform their businesses through innovative technology, managed services, software, and workplace solutions.
The successful candidate will combine strong commercial acumen, disciplined account planning, excellent relationship building skills, and a passion for delivering exceptional customer experiences.
Responsibilities
As our Commercial Account Manager, you will be responsible for:
Revenue Growth & Account Development
- Deliver and exceed annual revenue, profit, and growth targets across a designated portfolio of commercial accounts.
- Identify, develop, and close new business opportunities within existing customers and new prospects.
- Build and execute strategic account plans focused on customer growth, retention, and long-term value creation.
- Maintain a healthy, sustainable sales pipeline through proactive prospecting, networking, referrals, and customer engagement.
- Maximise opportunities across the full portfolio of products, services, software, and solutions.
Consultative Sales & Customer Engagement
- Develop trusted advisor relationships with decision-makers, influencers, and senior stakeholders.
- Understand customer business challenges and align solutions to strategic objectives.
- Deliver compelling, outcome-focused presentations, proposals, and business cases.
- Position solutions in terms of productivity improvement, operational efficiency, cost reduction, security, sustainability, and employee experience.
- Manage the full sales cycle from opportunity identification through to implementation and ongoing account growth.
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Opportunity & Pipeline Management
- Maintain accurate opportunity, customer, and pipeline information within Salesforce CRM.
- Provide reliable forecasting and regular updates on sales performance and key opportunities.
- Apply structured sales methodologies to ensure opportunities are qualified, progressed, and closed effectively.
- Ensure strong governance and commercial discipline throughout the sales process.
- Deliver robust territory and account planning to maximise market opportunity.
Commercial Excellence
- Apply sound commercial judgement when developing proposals, pricing strategies, and contract negotiations.
- Balance customer value with profitability to achieve sustainable business growth.
- Negotiate effectively while maintaining strong long-term customer relationships.
- Drive profitable sales growth through a disciplined and value-led selling approach.
Collaboration & Business Development
- Work closely with Marketing to develop targeted campaigns and customer engagement activities.
- Collaborate with specialist sales teams, solution consultants, service delivery teams, and business partners to build compelling customer propositions.
- Share market intelligence, competitor insights, and customer feedback to help shape future growth strategies.
- Support cross-functional initiatives that improve customer experience and business performance.
Continuous Improvement
- Analyse sales performance, win rates, and customer trends to identify opportunities for improvement.
- Continuously refine sales approaches, messaging, and account strategies.
- Embrace new technologies, tools, and best practices to enhance productivity and customer engagement.
- Actively contribute to a culture of learning, collaboration, and high performance.
Essential
QUALIFICATIONS
- Proven track record of success in B2B field sales, account management, or business development.
- Experience selling technology, managed services, software solutions, business services, or related commercial solutions.
- Strong consultative and solution-selling capability.
- Demonstrated ability to manage complex sales opportunities involving multiple stakeholders.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Commercially astute with experience developing profitable business opportunities.
- Strong CRM and pipeline management discipline.
- Full UK driving licence.
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Desirable
- Experience within the technology, managed services, document management, digital transformation, or workplace solutions sectors.
- Experience working with medium and large commercial organisations.
- Knowledge of modern workplace technologies, automation, workflow, information management, or cloud-based solutions.
Personal Attributes
The Successful Candidate Will Demonstrate
- A genuine passion for helping customers succeed.
- A growth mindset and desire to continually develop.
- High levels of ownership, accountability, and personal drive.
- Resilience, determination, and a positive attitude.
- Strong organisational and planning skills.
- The ability to work autonomously while contributing to team success.
- Data-driven decision-making and continuous improvement focus.
- Professionalism, integrity, and strong ethical standards.
Canon Core Behaviours
- Drives for results
- Focus on the Customer
- Take ownership and accountability
- Act as a team player
- Shows courage and conviction
- People orientated
- Caring for self and others
This role is responsible for a territory spanning Southern and South West England, including South Wales and the key commercial regions along the M4 and M5 corridors.
The salary for this role is a base of £32,000 - £35,000 plus an OTE of £27k p/a, plus a car allowance of £5867 and a comprehensive benefits package.
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