Account Executive

Job description:
The role has overall responsibility for the direction, management and leverage of our total relationship with key account(s) including service delivery, customer satisfaction, account penetration and commercial management. In addressing the customer's needs the Account Executive will draw on our full product and service portfolio. In addition the Account Executive will draw upon other resources within our company e.g. Pre-Sales Engineers, Marketing, Customer Service, Professional Services, Business Development, etc.

Key Responsibilities:

• Develop an in-depth understanding of the customer's business, structure, practices, challenges and requirements within the context of the customer's business sector.
• Develop and maintain a long-term strategic Account Development Plan (ADP) under which all activities will operate. The ADP will include the identification and championing of new or improved offerings to match the customer's long-term business requirements.
• Direct all activities to maximize the share of the addressable market through the provision of our services and through the penetration of all parts of the customer's global organization.
• Present ADP(s) to relevant senior management (i.e. Sales Director and above) and ensure their support.
• Liaise with other departments (e.g. Professional Services, Marketing, Customer Care…) and third party partners (e.g. Systems Integrators) to create a virtual account team.
• Champion the customer's needs and issues throughout our company.
• Deliver on-going improvements in customer satisfaction.
• Provide direction to ensure efficient application of appropriate resources to progress all issues impacting revenue, new business and customer satisfaction. Develop business cases, as necessary, to meet the ADP objectives.
• Lead, manage and motivate both direct and indirect members of the account team ensuring that they are aligned with the ADP objectives and are fully executing their responsibilities.
• Ensure effective implementation and on-going management of customer satisfaction and executive contact programs.
• Provide in-depth management reports to ensure effective communication to senior management of the business relationship.

Job requirements:

• Optimum account penetration in respect of addressable market.
• Optimum achievement of commercial returns.
• Achievement of order and revenue targets.
• On-going comprehensive strategic account management plan.
• Customer exceptions met or exceeded.
• On-going high-level customer senior executive contact program.
• On-going customer agreement to act a reference account.
• Customer Satisfaction.