Strategic Accounts Manager - Security Firm

G4S is the leading global integrated security company specializing in the provision of security products, services and solutions. It is a multinational headquartered in London and spread across 90 countries across the globe.

Jobs Summary

Responsible for meeting the allocated sales targets for strategic accounts (revenue per client > INR 25 lakhs/ month) across lines of business by acquiring new accounts within assigned territory and retaining and growing assigned existing accounts

Job Responsibilities -

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.

Sales Management & Reporting

- Provide input to SAM Lead on target allocation/ assignment where required

- Participate in periodic sales reviews to provide a view to leadership team on account performance, highlight issues, discuss resolution options and seek decisions on key issues

- Record sales data by leveraging appropriate tool/platform and prepare sales metrics/ reports for assigned area (where required) for leadership review

Relevant Experience

- Minimum 8-10 years of overall experience

- Minimum 4-5 years of experience in a large distributed service industry or sales centric organization

- Exposure to management of high value accounts

- Extensive experience in managing customer relationships

- Strong record of delivering sales performance

- Strong understanding of key financial and business metrics