Senior Account Manager

Job Purpose Summary

We are looking for an experienced, results driven sales professional with a proven track record for growing accounts, developing relationships and positioning new vendors and technologies to join our successful Business to Business sales team.

To proactively introduce and promote the CMS portfolio of products to new and existing customers.

You will be responsible for developing long term relationships at management and director level within your portfolio of customers and proactively ensuring the achievement of sales targets on a daily, monthly and quarterly basis. 

You will liaise between your customer base and internal CMS teams to ensure the timely and successful delivery of our products and solutions according to customers’ needs.

You will be focused on achieving KPIs set in line with the Company’s business strategy and be committed to continuous professional development and learn the key features of the technology that we provide to our customers.

Role Responsibilities

• Achieve sales targets set each month.
• Maintain an agreed level of input objectives across the CMS systems.
• Meet and exceed agreed performance objectives & KPIs.
• Maximise sales by continually expanding opportunities with upsell & cross selling skills.
• To pro-actively seek new business (White Space) by prospecting and developing both new and existing customers.
• Ensure CMS is an approved Authorised supplier for your key accounts and manage customer tenders, quotations, frameworks and other requirements to further develop the relationship.
• Ensure that the CMS CRM system is up to date for all communications in relation to your account base and all business opportunities.  This includes profiling your customers and developing an awareness of their business structure, key contacts and target markets. 
• Ensure accurate and timely management of all quotations, to build a pipeline of opportunities.
• Ensuring that all customers are provided with accurate, proposals, collateral and other information, as required.
• Continually develop your product and technical knowledge, including completion of vendor accreditations.
• Ensure you have an up to date Quarterly Sales Plan, which is clearly communicated, manageable, and measurable by company standards. This will include regular individual reviews with your manager or team leader and the setting of SMART objectives.
• Communicate and articulate our value proposition and strategy to prospects and customers to differentiate CMS from its competitors. Maintain high levels of customer service ensuring that CMS remains a valued and key supplier.
• Always act as an ambassador and representative of CMS Distribution to ensure a professional image for the Company.  Actively contribute and act as a role model to the CMS values.
• Develop excellent relationships with allocated customer contacts. Use all CMS sales support resources and departments to maximise the customer's experience. 

Additional Responsibilities

Skills & Personal Attributes

• 3-4 years’ experience in an Account Management role, preferably in the IT channel
• Proven track record of managing and developing IT Resellers
• Excellent interpersonal and communication skills to build effective and successful customer relationships
• Organised and productive, and able to work to strict deadlines
• Quality conscious with an attention to detail
• Excellent communication skills – ability to communicate eloquently in both written and verbal formats, both face-to-face and remotely. 
• Able to take responsibility, ownership and be a trusted team member
• Enthusiastic, self-motivated and confident
• Mature, responsible and professional attitude to work
• Has commercial and business awareness with a good level of negotiation and influencing skills
• Can demonstrate their ability to go the extra mile, to exceed expectations. Conscientious and committed, combined with flexibility in attitude and approach
• Proficient user of the Microsoft Office suite, particularly Word, PowerPoint and Excel 

Key Traits