Transaction Network Services
An extraordinarily talented group of individuals work together every day to drive TNS' success, from both professional and personal perspectives. Come join the excellence!
The primary role of the Sales and Account Manager is to retain and grow its nominated customer base and to hunt new business. The Sales and Account Manager should look to grow revenue in–line with annual targets, by identifying, qualifying and winning new business from your account base as well as new customers. To achieve this, you will be required to achieve high and wide penetration into your accounts, attend industry events, write and maintain proactive account plans and help TNS and the customer build a strong strategic relationship.
Key Accountabilities and Duties
Responsible for ensuring that TNS is delivering and exceeding where possible its contractual obligations.
Ensure that the operational divisions within the organization are delivering the service to meet and exceed contractual obligations. Should there be service related issues; the Sales and Account Manager should be responsible for escalating this to the relevant personnel within the organization (where applicable). The Sales and Account Manager should be the primary point of contact for the customer for any commercial matters arising within the account or operational escalations.
Maintain overall customer satisfaction to ensure they add value to all customer iterations and activities supporting Service Management as and when required.
Ensure that there are appropriate contacts within the accounts both commercially and operationally. The Sales and Account Manager is responsible for cultivating these relationships for opportunities and account growth.
Identify new revenue opportunities to increase the account's overall revenue contribution. These additional /new revenue opportunities should at all times fit with the overall company objectives and business goals.
Liaise with internal departments as and when required to ensure that TNS can support any new business opportunities and complete internal processes relevant for each opportunity.
Actively seek new business outside of the existing account allocation, targeting new logos and new verticals.
Attend industry events where required to maximize opportunities an relationships
Achieve annual target levels.
Develop a matrix of operational and senior level business and technical relationships within the customer’s organization. The Account Director will actively involve senior personnel within TNS as and when appropriate to support the key business objectives.
Responsible for continuously qualifying new business opportunities, assessing any potential risks and providing accurate forecasts to the Sales Director as required.
In addition, the internal CRM tool should be maintained to ensure the business has the correct view of each opportunities stage and demonstrate clearly that opportunities are advancing.
Understand personal and political agendas and leverage these to the benefit of the business
Responsible for identifying when an existing contact should be renegotiated and complete the necessary negotiations.
Responsible for negotiating contracts for new services as and when required. These should conform to internal processes at all times.
Skills and Experience
Exceptional written and verbal communication skills to influence buying decisions
Exceptional listening skills to ensure that new revenue opportunities are identified and that business issues are understood
Exceptional at presenting in both formal and informal situations
Team player with strong individual motivation, drive and tenacity
The ability to motivate internal teams and lead a new business opportunity once identified
To work as part of a team and motivate others to ensure that internal stakeholders are bought into any new business opportunity
Facilitation – able to facilitate the relevant teams to ensure that solutions are identified and are fit for purpose within the customer environment
Attitude/ Personal Attributes
Require at least 3 years proven experience in a B2B sales role
Build and cultivate relationships at all levels within the organization
Driven by achieving customer requirements and providing exceptional levels of customer service
A self starter
Must be pro-active
Proactively support change – need to change direction in line with company /personal objectives
Ability to work under time pressures
Ability to work independently
Ability to overcome cultural /organisational differences between organisations
Adapt from organisation to organisation, depending on the customer the Sales and Account Manager is dealing with
Flexibility – Able to take on new products, services, strategies
Attention to detail
Professionally present the company at all times, both internally and externally
Good business sense
Ability to identify / analyse problems and think creatively
Good organisational and time-management skills
Confident in presenting to large groups of people
Initiative and enterprise
Trustworthiness and discretion when handling confidential information
To be an effective leader
Possess a smart appearance and professional manner
Ability to lead a negotiation and understand the commercial implications and risk if appropriate
Strong contract negotiation skills
Experienced with negotiations
Ability to use internal tools utilized for profit and loss for a business opportunity
Strong track record of winning high value contracts within a business to business environment
Understanding about their market and competitors' products
Strong negotiation skills gained in a competitive commercial environment
Excellent strategic vision and commercial acumen
Experience of Solution selling
Excellent written and oral presentation skills to board level
Proven ability to build, manage and maintain large accounts
Ability to build and develop strong client relationships
Experience of EPOS/Acquiring/Comms markets preferable
Ability to interact at all levels of business from technical, managerial, financial and at corporate level
Confident in preparing, managing and presenting an accurate sales forecast
A passion for customer satisfaction and working to the best of your personal abilities to ensure the experience of dealing with TNS as a supplier is professional
Ability to build strategic relationships at all levels within an organization
If you are passionate about technology, love personal growth and opportunity, come see what TNS is all about!
TNS is an equal opportunity employer. TNS evaluates qualified applicants without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, protected veteran status, disability/handicap status or any other legally protected characteristic.
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