AIM Account Manager - Independent Monitoring
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Job Family: AIM
Vacancy Reference: AIM/1006
Country: United Kingdom
Geographic Region: UK
Vehicle: Yes
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Department: AIM
Hours: Full Time
ADT Location: East or West Region
Contract: Permanent
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Contact: Steve Riley
Please email your details to Steve Riley
Contact Email: striley@tycoint.com
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Job Description
Job title: Account Manager –
Independent Monitoring Services
Reporting to: National Sales Manager
Job summary: To grow new business and existing accounts within the Independent Monitoring market maximising share of customers wallet and influencing customers to sell ADT monitored services at each opportunity.
KPI’s
q Achieve target AMR sales revenue for new monitored signalling connections on a monthly basis.
q Achieve level of targeted sales appointment activity for new and existing business as directed by the company.
q Maintain a working file containing all pertinent information relating to existing accounts and prospects.
q Achievement of set targets for company related activity such as marketing campaigns, roadshows, seminars etc as introduced by the company.
q Ensure industry, market, and competitor knowledge is up to date.
q Acquisition of 3rd party accounts
Typical decisions
q Identification of target Independent Installer accounts
q Identification of market opportunities
q Formulation of correct package for Independent Installer businesses in line with authority levels, optimising up selling and cross selling opportunities.
Scope
q Understanding of the key roles within the business required to provide and maintain profitable business.
q Flexibility to adapt working hours to meet with customer requirements.
q Key contacts include: internal - other Account Managers and Telemarketing; AIM Sales Manager; AIM Support Manager; AIM Admin; external – Existing and target markets and customers; Networking with strategic purchasing groups, consortiums, Industry bodies.
Scope of Influence
q Convert potential accounts to ADT
Responsibilities
q To achieve sales targets.
q Self generate sales leads by networking, referrals and cold calling.
q Lead generation - qualification of prospects in alignment with target Independent Monitoring market.
q Prioritise self and company generated leads to maximise new business sales opportunities.
q Build strong relationships with potential customers from initial call strategy gaining their trust and respect.
q Build strong relationships with existing and new accounts to ensure sustainable and profitable accounts over the long term.
q Attend potential customer premises to progress sale.
q Sale of monitoring services (such as monitoring of signals from DigiCom, Redcare, DualCom, CCTV etc) including service bureau, SID, and other offerings through effective sales strategy.
q Process customer contracts and finalise administration relating to the contract.
q Identify and progress up selling opportunities, influencing customers to utilise and sell higher specification signalling.
q Identify cross selling opportunities, influencing customers to utilise and sell monitored signalling across more of their installation and service disciplines (Such as fire, CCTV etc)
q Present AIM / ADT as a credible and professional supplier of monitoring and bureau services.
q Develop and maintain a full understanding of needs and solutions within the Independent Monitoring market.
q Maintain complete knowledge of full range of company services and products and apply to full effect when addressing customer needs
Delegated Authority Levels
q Negotiate and win sales in line with company agreed charging rates
Person Specification
Personal Attributes
q Sales oriented with strong influencing skills to gain trust
q Must be a self starter
q Able to adapt to a variety of situations
q Will have a precise and conventional manner
q Good communication skills
q Compliant and able to adhere to rules and systems
q Professional approach with ability to communicate effectively at all levels
q Self motivated and enthusiastic
q Will be quality focused
q Ability to analyse changing circumstances and requirements
q Takes full accountability for performance and development
q Ability to build strong relationships and influence others
q Cultural fit with TYCO/ADT values
q Alert to changing situations and ability to adapt in difficult circumstances
q Willingness to undertake irregular working hours#
q Will be of smart appearance
q Able to represent the company well at all levels
q Full driving licence is essential
Competencies
q Integrity and trust
q Customer focus
q Good business acumen
q Drive for results
q Technical learning
q Decision quality
q Presentation skills
q Learning/change agility
q Perseverance
q Negotiating
q IT skills, use of e-mail, and most MS office applications
q Action oriented
q Approachability
q Time management Interpersonal savvy
q Action oriented
q Timely decision making
q Dealing with ambiguity
Experience
q At least 3-5 years sales experience in a Business to Business sales environment.
q Demonstrate a successful track record of achievement in business development and account management
q Networking with relevant groups
q Appropriate experience in a customer facing environment
Knowledge
q PC literacy, including knowledge of Microsoft Office products.
q Industry and Standards preferred but not essential
Education
q GCSE Maths and English grades A-C.
q A levels or equivalent would be desirable.
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