G4S - Strategic Account Manager

- Responsible for meeting the allocated sales targets for strategic accounts across lines of business by acquiring new accounts within the assigned territory and retaining and growing assigned existing accounts.

New Customer Acquisition :

- Achieve allocated sales revenue and growth targets on defined margins for assigned territory

- Execute cross-sell opportunities in consultation with SAM Lead

- Source/ develop new strategic accounts by generating leads, planning campaigns, establishing customer contact, negotiating with customers etc.

- Position new/ updated solution offerings to the prospective clients and provide input for refining the value proposition

- Undertake sales account planning for all strategic accounts within scope

- Lead sales bid process including determining client requirements, customizing solutions, estimating commercials, developing win strategy etc. and involving SAM Lead/ Head where required

- Co-ordinate and liaise with service delivery team and other functions in bid and offer development

- Develop and execute contracts with support from Procurement and Legal teams

- Comply with standard sales processes (e.g. lead, account creation on saleforce.com)

- Customer Development and Retention

- Execute customer development and retention strategies in managing strategic accounts for assigned area

- Develop client relations and manage assigned strategic accounts on an ongoing basis by:

- Serving as a single point of contact for all commercial and operational issues

- Maintaining regular connect with customer and seeking feedback on a regular basis

- Managing price increase process and ensuring recovery as per defined margins

- Identifying and executing selling opportunities including potential for cross-sell

- Coordinating with service delivery team to ensure quality of services as per defined standards

- Managing timely collection and controlling days sales over

- Renewing contracts in a timely manner as per defined standards and policies with support from Procurement

- Maintain and update account plan with new opportunities, retention initiatives etc.

- Track and monitor account performance - profitability, service increase/decrease, etc.