The Whittan Group
Major Account Manager
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Job Purpose
To drive profitable revenue growth by developing and securing major project opportunities, managing strategic national accounts, and delivering innovative warehouse storage and automation solutions. The role is responsible for building long-term customer partnerships, identifying new business opportunities, and leading complex sales from initial engagement through to successful project delivery, ensuring annual sales and profitability targets are achieved.
Key Responsibilities
- Manage, develop, and grow strategic key accounts, maximising opportunities for large-scale projects and long-term business growth.
- Design and develop tailored warehouse storage solutions, including racking, mezzanine floors, and multi-product storage systems, to meet customer requirements.
- Identify, qualify, and secure new business opportunities through a variety of lead generation channels, including personal networks, referrals, and market intelligence.
- Conduct customer visits to establish strong working relationships, understand operational challenges, and develop solution-based proposals.
- Take full ownership of high-value projects and bids (£250k to multi-million-pound contracts), managing the sales process from initial enquiry through to contract award and handover.
- Work collaboratively with Design, Technical, Commercial, Planning, Production, and Project Management teams to ensure project specifications, budgets, and delivery programmes are achieved.
- Develop and implement strategic account plans to maximise customer retention, growth, and profitability.
- Maintain a structured and organised sales pipeline, ensuring opportunities are accurately managed through the CRM system.
- Prepare professional, accurate, and timely customer proposals, quotations, and presentations.
- Produce accurate monthly sales reports, forecasts, and pipeline updates.
- Travel extensively throughout the UK and occasionally overseas to support customer and business requirements.
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Skills, experience & qualifications
Essential
- Proven success in a field-based, solution-led sales role focused on warehouse storage, materials handling, or warehouse automation solutions.
- Demonstrated ability to secure and deliver large-scale, high-value projects while achieving agreed profitability targets.
- Strong commercial acumen with excellent negotiation, presentation, and relationship management skills.
- Excellent written and verbal communication skills.
- Self-motivated, results-driven, and capable of working independently while contributing effectively within a wider team.
- Proficient in Microsoft Office applications, including Word, Excel, and PowerPoint.
- Experience using CRM systems to manage sales opportunities, customer activity, and forecasting.
- Working knowledge of AutoCAD.
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Desirable
- An established network of industry contacts and existing customer relationships.
- Knowledge of the latest warehouse automation technologies and solutions.
- Understanding of forklift trucks (FLTs) and associated materials handling equipment.
Company Benefits
- Competitive Salary
- 33 days holiday per annum including bank holidays
- Company pension
- Life assurance
- Employee discount scheme
- Long Service Awards
- Quarterly STAR Awards
- Employee Assistance Programme
- Support from Trained Mental Health First Aiders
- Cycle2Work Scheme
- Medicash Scheme
- Flexi Holiday Scheme
The Whittan Group promotes equality of opportunity in that everyone who works for us and any job applicants will be treated equally, regardless of gender or gender reassignment, age, ethnic or national origin, nationality, race, colour, marital or civil partnership status, pregnancy or maternity, disability, sexual orientation, religion or belief.
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