Key Account Manager

50000.00 - 60000.00 GBP Annual + GBP50000 - GBP60000/annum + GBP100k OTE
08 Oct 2016
05 Nov 2016
Contract Type
Full Time
Key Account Manager (New Business)

West London

GBPCompetitive Salary - circa GBP100k Package

The Key Account Manager (New Business Sales) is responsible for achieving sales objectives for a defined set of Strategic Prospects. The jobholder must develop customised strategic and tactical sales plans within the specified prospects, through strong relationship-building, market diligence, competitive analysis and financial assessments as well as by identifying opportunities to grow sales revenue within the assigned territory.


- Achieve assigned sales quota in designated accounts

- Create strong relationships with accounts leading to group framework contract signature

- Position the inside Functional (Finance, IT, Procurement, Sales, HR) and General Management layer. Increase recognition of the Business Value Proposition for key management executives.

- Identify, qualify and influence new projects around conferencing and collaboration system within territory (Request For Proposal, VoIP, Web collaboration, Unified Communication projects)

- Contact key decision makers to position the business and determine the level of need/opportunity for the solutions/services

- Position the business as a Communication services providers and utilise consultative and solution selling techniques to drive revenue.


- Identify & approach new strategic prospects, to proactively sell multiple collaboration solutions such as Audio, Web, Video, Unified Communication solutions and Professional services

- Customer segmentation & plan growth initiatives, effective pipeline management and effective adoption of SalesForce CRM.

- Improve client retention by engaging with multi-level stakeholders across multiple business functions, and effective contract negotiations.

- Work to continuously improve sales skills and capabilities in Collaboration solutions and Unified Communication market.

- Build capabilities to demonstrate product knowledge and positioning skills on all the collaboration solutions

- Maintain a consistent high level of sales activity both on phone and face to face meetings, in order to ensure

KEY EXPECTED RESULTS (deliverables, KPI's)

- Achieve and/or surpass monthly & yearly revenue target and product penetration targets within assigned base of clients

- Successful performance against the qualitative and quantitative sales KPI targets

- Manage the sales process as necessary and fully understand the business, buying and decision making process

- Provide short and long term accurate revenue forecast and new business development and maintain a healthy pipeline

- Report daily, weekly and monthly productivity to Sales Manager

- Maintain accurate and up to date records on the CRM

- Be an expert in the products, solutions, policies and procedures


- Proven UC or Hosted Telephony sales experience

- Proven track record of success in New Business sales

- Excellent prospecting and negotiating skills

- Ability to deal with senior influencers and decision makers

- Ability to think on feet and use initiative to find and get through to the correct contacts

- Excellent telephone presence and communication skills

- Highly organised, with an ability to multitask and meet simultaneous deadlines

- Self-motivated, results-driven with a high level of initiative and sense of urgency

- Proven track record of building strong relationships with Sales Teams

- Team player

- Proactive self-starter with a "hands-on" mentality

- Strong Microsoft Office skills Strong CRM/database skills ((url removed) and (url removed) an advantage)