Strategic Account Manager

3 weeks ago

Homebush, Australia Optus Business Centre Group Full time

**Job Title: Strategic Account Manager**

**Location: Sydney New South Wales, Australia**

**Company Overview**:
We are a consultancy based business offering Information and Communication Technology (ICT) and Managed Print Solutions (MPS) best-suited to small and medium business enterprises across Australia. We specialise in consultation, design, implementation and management of our clients' complete ICT and MPS portfolio. Based in Sydney, we have branches in Brisbane, Melbourne, Adelaide and Perth and offer our clients end-to-end management of their products and services.

**Position Overview**:
The primary purpose of the Strategic Account Manager role is to retain existing business to grow revenue and market share in addition to build & retain long lasting customer relationships, you will be allocated a portfolio of accounts to manage with the objective of retaining and growing the share of wallet by increasing multi product holdings of the customer. Reporting to the Channel Partner, the Account Manager will need to be highly motivated, energetic with a can-do attitude to exceed business targets and execute strategies to grow market share across their portfolio

The role will also involve working closely with the BDM team when onboarding new Tier one customers and Solutions Consultant to drive whole-of-business sales and grow wallet share within the portfolio.

In addition to winning new customers to Optus, the Account Manager will be allocated a portfolio of Key Tier 1 accounts to manage with the objective of retaining and growing the share of wallet by increasing the multi-product holdings of the customer.

A proven track record of successful strategic account management, face-to-face relationship selling, and prospecting new customer opportunities is vital and success in this role will be evident through the achievement of business targets such as new gross ads in mobiles, mobile broadband, fixed voice/data. The Account Manager must have the ability to effectively differentiate from our competitors in the experience that Optus can provide customers and to engage with Senior Executives across a range of SMB organizations.

**Key Responsibilities**:

- Deliver upon agreed sales targets
- Manage the development of a balanced and sustainable pipeline to deliver long term sales goals.
- Execute upon customer experience strategies to minimize churn and improve Optus Brand in SMB and mid market
- Account / Relationship Management within an assigned portfolio and with potential key customers

**Qualifications**:

- **Professional/technical skills**_
- Proven track record in B2B sales, preferably in the technology or energy sector.
- Excellent communication and negotiation skills.
- Strong understanding of payment terminals, managed print services, commercial solar, and energy efficiency products.
- Ability to work independently and meet sales targets.
- Driving growth in new product streams - such as Loop, Evolve and Totality - to new and existing customers.
- Understanding key internal metric s (ARPU, WAAF, CHURN, NPS, etc) so as to work effectively with the SMB commercial team to position special pricing requests for large, complex solutions that are competitive in the marketplace.
- To provide thought leadership in delivering a superior customer experience for large fleet customers - including on-boarding, etc. This includes effectively working with the Optus Customer ‘Care’ team to ensure that ‘sales do sales’ and ‘service does service’ as agreed in the roles and responsibilities matrix
- **Behavioural (e.g., negotiation skills, presentation skills)**_
- **Builds Capability & Champions Change**: Constantly assesses the level of effectiveness of the organisation, resources, and processes; suggests changes to strategies, plans and processes leading to increased effectiveness.
**- ** is **Customer Focused**:Identifies, develops and maintains profitable long-term customer relationships; works effectively with internal and external partners to meet customer requirements and reinforce customer focus
- **Manages Complexity & Ambiguity**:Drives efficiency by linking and leveraging the strengths of the existing systems and processes
**- Develops, Influences, Mentors & Coaches others**:Drives superior individual performance through high level capacity to negotiate, facilitate, influence, and represent the organisation both internally and externally; gains respect and commitment of team

**Requirements**:

- 5 - 10 years of Senior Business Development and/or Account Management experience
- Commercially astute with sound understanding of business drivers
- The generation of new business and the growth of existing accounts or industry segments
- Experience in operating in both relationship and transactional sales and marketing environment
- Sound commercial and business acumen with experience in positioning value propositions to customers
- Proven sales track record in achieving growth through acquisition s

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