Account Manager

The Account Manager is the essential link between the customer and GCX. Meeting customers’ requirements is key to success. The role will require a high level of numeracy, communication, assertiveness, and attention to detail along with a good working knowledge of the solutions.

The Account Manager will be responsible for delivering significant incremental margin to a selected account base and ensuring contract extensions; this will involve day to day contact with all selected accounts and will require the active management of virtual teams comprising a number of technical, commercial, admin and service management roles.

The account Manager reports directly to the Country Manager in Italy.

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Duties & Responsibilities*
- Sell GCX business-to-business services within a geographic territory.
- Sales planning: Develop, implement, manage & review a Personal Sales Plan (PSP) that delivers sales targets.
- Account planning: To own the Client relationship and proactively extend GCX’s penetration both horizontally and vertically, within specified Clients. Produce, where appropriate, a deal specific plan to ensure success. Identify the appropriate internal resource to support opportunity plans and acquisition goals. Agree and regularly review the opportunity plans and account reviews with the Director of Client Management and virtual team.
- Relationships: Manage the development of multi-level contacts within the account base, across the breadth of their business in support of planned objectives. Engage and manage virtual team members through the account /opportunity planning process. Build positive internal relationships with individuals in departments that support the customer.
- Knowledge: Maintain an understanding of the growing GCX portfolio and ensure it is professionally communicated to customers and prospects. Keep abreast of industry-wide issues, and those of our customers, and how these translate into business needs. To be an industry expert regarding GCX’s recognized competitors and their likely strategies.
- Forecasting/reporting: Provide GCX Management with Sales and Account information within required timescales
- Development: Participate in regular 121s with the Director of Client Management to identify how performance may be enhanced. Agree and review business and development objective. Evaluate, agree and execute development activities necessary to achieve the results stated in the PSP. Gain required skills and knowledge through learning and execution of key tasks.
- Compliance: Represent GCX in a professional manner at all times, both internally and externally. Follow the published GCX Brand standards at all times and comply with all company policies and procedures.
- Commercial ownership: To be responsible for the commercial relationship with the Account base, and to understand the key dynamics of Incremental Margin & Retention in relation to the customer, GCX and the commission plan.
- Debt Collection: To help in the resolution of all outstanding customer debt, either directly or indirectly.

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Key Performance Indicators*
- Incremental Margin & improvement in profitability
- Contract extensions
- Cash
- Pipeline - A 3:1 ratio to be maintained against target
- Account Plans - Account Plans in place for all accounts ranging from simple plans for low reward accounts to detailed plans for high reward accounts.
- Monthly Forecast Commitment should meet the committed number and in line with a monthly number to meet the annual target.
- Opportunity Plans - To complete & review Opportunity Plan document for any deal required

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Experience & Qualification*
- 5+ year demonstrable, successful results selling complex solutions in a dynamic Telecoms environment. (Essential)
- Track record of Senior Account Management with FTSE 250 accounts (Essential)
- Degree in Business & Management