Account Director

Real opportunities to develop and grow. A bright future awaits you with one of the fastest growing IT solution providers in the UK.

ROLE OVERVIEW

The role of Account Director is a results-oriented role with expertise in selling product as well as total IT solutions. The role will focus on acquiring new clients, managing existing accounts, and building long-term relationships with a consultative approach to drive sales.

The role will require significant collaboration with matrixed team members including the SME Team, sales enablement, and pre-sales technical teams and external resources.

DUTIES & RESPONSIBILITIES

1. Client Engagement:

• Build strong relationships with multiple stakeholders and pitch the full Vohkus/SCC portfolio of products and services.
• Develop multiple contacts within each customer organisation; maintain detailed records in the CRM, including phone numbers, titles, and emails.
• Utilise development tools and actively participate in developing your skills that support efforts to build relationships with senior decision makers.
• Sell across at least five Business Units (BUs) for each customer.
• Schedule and run Quarterly Business Reviews (QBRS) with key customers using the provided template, preferably in person.
• Answer inbound calls, ensuring all Vohkus clients, including your own, can easily reach the sales team.

2. Account Management:

• Create account plans and qualify opportunities against key vendors and business lines in CRM.
• Enter key activity updates and schedule follow-ups via CRM.
• Manage and forecast the sales pipeline weekly.
• Identify and engage new clients using a proactive, consultative approach.

3. Opportunity Ownership:

• Own and drive identified opportunities, nurturing deals, providing updates in CRM, and coordinating with Specialists and technical experts.
• Ensure relevant deal registrations are in place and do not lapse.
• Build relationships with vendor account managers, leveraging BU specialists when needed.
• Take responsibility for actions and drive them, ensuring the supporting team is not doing all the work.
• Participate in documentation and own the output, including presenting opportunities in bid reviews and ensuring final outputs are error-free.

4. Opportunity Ownership:

• Own and drive identified opportunities, nurturing deals, providing updates in CRM, and coordinating with Specialists and technical experts.
• Ensure relevant deal registrations are in place and do not lapse.
• Build relationships with vendor account managers, leveraging BU specialists when needed.
• Take responsibility for actions and drive them, ensuring the supporting team is not doing all the work.
• Participate in documentation and own the output, including presenting opportunities in bid reviews and ensuring final outputs are error-free.

5. Pipeline and Forecast Management:

• Manage the pipeline and forecast by customer on a weekly basis, ensuring accuracy and meaningful interactions.
• Prepare and present a monthly business review to management on previous month's performance, current month outcome, and a plan to bridge the gap to target. 

6. Sales Strategy:

• Develop and manage proposals
• Drive contract processes and align onboarding with the company's "win and retain" strategy 

7. RFP, Bid & Tender Responses:

• Request participation in RFPs, bids, and tenders from customers.
• Participate proactively in the bid process, contributing to executive summaries, commercials, and high-quality content.

8. Business

• Work to the standards we define as part of our ISO accreditations
• Embrace our visions and values when engaging with both internal in fX
• Comply with all policies and procedures as set-out in Vohkus Information Security and Quality Management System - detailed roles, responsibilities and authorities can be found on the HR Hub

EXPERIENCE, SKILLS & KNOWLEDGE

• Minimum 5 years of experience in a Value-Added Reseller (VAR) sales environment.
• Proven track record of exceeding sales quotas.
• Experience in building a solid pipeline and presenting solutions to C-level executives.
• Strategic and analytical business acumen.
• Ability to craft compelling value propositions and foster collaborative consensus.
• Demonstrated success in achieving high growth in B2B sales or channel partner roles.
• Results-driven, adaptable, and resilient in fast-paced environments.
• Strong negotiation and commercial structuring skills.
• Innovative problem-solver with creative deal-making abilities.
• Excellent communication skills, including presentation and influence.
• Proficiency in MS Office Suite (Outlook, Word, PowerPoint, Excel, Teams) and other critical tools (e.g., Salesforce, PowerBI).

APPLY NOW

Ready to work in an collaborative sales environment?

About Vohkus

Established in 2001, Vohkus swiftly emerged as a leading UK technology company. Vohkus offers a comprehensive portfolio of solutions, serving as a trusted “Total IT Solutions” partner to customers across various technology domains. Over the past two decades, Vohkus has been consistently striving to exceed expectations by adopting an agile and flexible approach, with an ongoing evolution of managed and professional services while preparing for a digital future, for themselves and their customers. Vohkus’s credentials include strategic export licenses, government accreditation supporting national procurement frameworks for the public sector, and a proven track record with their customers.

If you would prefer to drop us a message, email us info@vohkus.com to confirm attendance or call vour Vohkus Account Director on 0345 647 3000