Zen Internet
Key Account Manager
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About the Role
As a Key Account Manager, you will be responsible for managing a portfolio of high profile customer accounts. These accounts will be defined by revenue spend per annum, will require close relationship management, and have growth potential. Success will be based on forming strong relationships with the key decision makers through regular communication and meetings, and influencing these decision makers to enable Zen to become their partner of choice. This will be achieved by providing sound information and advice on Zen’s services, and recommending appropriate solutions based upon qualified requirements.
You should aim to become the ‘trusted adviser’ to these accounts and use solutions selling techniques to win and grow business.
The Key Account Manager will also be required to identify new opportunities within the customer base, as well as generating new customer business via referrals / event follow-up and personal prospecting, always increasing customer satisfaction.
Revenue Generation & Retention
- To provide effective account management to all Accounts at all times, maximising revenues and new business, and identifying new opportunities.
- Build strong relationships within each Account, based on gaining trust at different levels, qualifying the key decision makers and influencers, and proposing the right solutions from Zen’s portfolio.
- Establish regular and effective communication with all Decision Makers, predominantly through regular Face to Face meetings, but also remotely.
- Produce a monthly forecast to include retention of existing business and successfully identifying and closing new business.
- Maximise revenue by cross and up-selling, whilst adhering to Zen’s sales principles.
- Be proactive in your approach to account management.
- Build a strong business pipeline and work to pipeline and forecasting structures.
- Develop an in-depth understanding of Zen’s solutions and strategies.
- Ensure best practice in your approach to account planning and fitting solutions to requirements.
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Prospect for New Business
- Gain referrals from customers and contacts to ‘open doors’ to new customers.
- Follow up leads provided internally, to win new business.
- Participate in Zen seminars/events and proactively network at these events to grow pipeline and business.
- Develop new business plans to bring on new major accounts through segmenting your markets and matching Zen’s strategies to prospects plans.
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Strategic Planning
- Take personal responsibility to build and maintain industry and competitor knowledge.
- Acquire competitor information on products, pricing, marketing performance, strengths, and weaknesses. This should be acquired via internal product teams, as well as your own ‘on the ground’ findings.
- Constantly aim to improve your own new business ‘pitch’ and feed back to the company your findings relating to the above points.
Pipeline and Forecasting
- Must be experienced in accurate forecasting methods.
- Must report activity, pipeline, and forecast on a weekly basis to the Sales Manager.
- Must ensure all internal systems are accurately up to date with account activity.
- Must be focused on building pipeline and closing new business.
- Must achieve all associated targets including new business, retention, and meetings.
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