 AIM Account Manager - Independent Monitoring
Job DescriptionJob 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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