Key Account Manager - Viking : Job Details

Your Role:

The Viking Key Accounts team are an important part of the established Viking sales team, and an integral part of our growth goals for the UK and Ireland. 

With a focus on the attainment, retention and development of mid-market customers (with annuals spends of circa £50-250k per annum spend) you will be responsible for representing the business in key target markets, existing key customers, and prospective customers. Working with your colleagues and the sale leadership team, you will be responsible for delivering an agreed new business and development plan, acting on company-generated sales leads, identifying and generating sales leads of your own, and ensuring conversion to business on an on-going basis.

Your Responsibilities:

• Develop, manage and ensure realization of business development plan in line with target achievement of circa £1.5M annual revenue
• Build and maintain a network of internal and external stakeholders / partners and represent the organisation
• Approach potential clients and collect, interpret and analyse potential clients’ needs and requests and assess whether Viking can be supportive in fulfilling these needs and / or requests
• Formulate a solution, in conjunction with other departments in Viking, and prepare proposal to potential clients
• Determine a negotiation approach and negotiate with potential clients for goods and / or services in the assigned area, within the provided mandate
• Coordinate with internal stakeholders to ensure timelines and deliverables are met and evaluate sales and delivery process with clients, in conjunction with Account Management.
• Continuously monitor, analyse and advise on performance metrics with regard to quality of processes against requirements / norms and in consultation with relevant internal parties.
• Keep up with internal and external developments and ensure development, transfer and retention of knowledge and information
• Identifying target accounts and niche markets to promote the full range of Viking solutions, products and services
• Developing and designing sector specific contact strategies and appropriate programmes for approaching target accounts
• Manage the entire sales cycle from lead generation to quoting to project closure
• Managing new business and tender pipelines for all prospects from initial contact through to contract closure and implementation with the support of our in-house bids and tender team.
• Achieving agreed revenue and profit targets

Your profile:

Essential

• A positive and ‘can do’ attitude
• Experience of working in a dynamic sales environment with targets and deadlines
• Significant relevant experience in sales and solution selling within a commercial environment
• Experience of generating £1.5M+ revenue per annum with medium-large business customers
• Experience of engaging with customers at a senior level (Manager/Director)
• Experience of winning mid-large customers  of >£50k per annum. 
• Ability to work autonomously within pre-defined guidelines and general supervision
• Good business acumen
• Customer Focus
• Composure skills when dealing with internal and external stakeholders
• Ability to plan and manage process while maintaining a results-driven approach
• Excellent spoken and written communication skills
• Willingness and ability to travel nationwide to fulfil the demands of a field sales role. 
• Ability and willingness to be a proactive member of the sales team. 

Desirable

• Workplace supplies or related industry sector experience. 

Benefits:

• Generous pension (matched contribution up to 6%, with a maximum employee contribution of 10% of your monthly salary)
• PMI via Axa for your partner and dependents living in the same house up to 24 years of age
• Life assurance, including:
  • Free global travel insurance
  • Discounted gym membership
• Staff discount 
• 25 days holiday plus bank holidays (rising to 27 days after 5 years' service)
• 8 hours paid appointment time per annum
• £10 pcm contribution towards running costs when you work from home 2 days a week 
• Employee Assistance Programme