National Account Manager
Job description
About The Role
If you’ve had great commercial success managing key public sector accounts in Scotland, then we may have just the position for you! We’ve recently created a brand-new National Account Manager role to deliver exceptional service while maximizing revenue across a portfolio of key public sector accounts in the Central Belt area of Scotland whilst driving new business through acquiring customers within the region.
As a National Account Manager, you will take ownership of a small portfolio of accounts, all which have potential to grow, with a focus on delivering budgeting, creating detailed account plans, and fostering strong relationships with both internal and external stakeholders to maximise revenue and profitable growth across your accounts. You’ll also utilise your experience and network to identify public sectors organisations we don’t currently work with and win their business to build your portfolio of accounts.
Due to the focus of this role being on the Central Belt area of Scotland, the candidate will need to live or be in a commutable distance of this region.
Key responsibilities:
Completing a detailed account plan for each customer and orchestrate input from all internal and external stakeholders to ensure maximum effectiveness
Using Account plans deliver a best-in-class service proposition for each customer ensuring the focus is on revenue generating activity
Developing strong customer relationships with multiple contacts in each customer to maximise delivery of the full Arco proposition and expose all customers to the full Arco proposition
Defining and executing the business sales strategy in order to deliver profitable growth and maximum return from each customer
Deliver new business wins and customer acquisitions to build your portfolio with new public sector organisations who do not currently purchase from Arco
Effective utilisation of sales methodology to prospect for and successfully acquire new, defined business opportunities
Driving your personal development plan in order to be an expert with our strategic accounts, and knowledgeable in your sector
On top of working for the UK’s leading integrated health and safety experts, you’ll also receive:
A competitive starting salary plus uncapped commission and car/ car allowance
33 days holiday inclusive of bank holidays
Opportunity to purchase 5 additional days annual leave each calendar year (subject to salary requirements)
2 fully paid Community Volunteering days every year
An excellent pension (up to 8% Arco contribution) and x4 Life Assurance scheme
A huge range of discounts to help with cost of living via Perkbox plus Employee Discount on Arco products
Free, 24-hour access to our Employee Assistance Programme
Health Cash Plan where we'll reimburse up to 100% of everyday healthcare costs
Access to our Learning Management System, to support your personal and career development
Long-term service awards – we’re proud to have employees who have worked for us for 40 years
The ideal National Account Manager will be/have:
A proven track record in national account management, sales, profit generation and new business acquisition
Highly experienced managing public sector accounts, ideally within Scotland with a strong understanding of public sector procurement processes and buying behaviours
Proven experience of working with public sector procurement frameworks such as Scotland Excel including identifying opportunities, managing framework-compliant sales activity and maximising revenue growth through agreements
Excellent negotiation skills, comfortable in dealing with complex corporate accounts, ideally with experience of the automotive and general manufacturing sectors
Strong understanding of the drivers of key account relationships and proven ability to demonstrate value added propositions
A comprehensive knowledge of market and competition
Ability to analyse detailed sales and P&L data to inform sales strategy, utilising all available sales and reporting tools
Excellent presentation skills to be able to present the benefits and services of Arco to a large audience
Proven track record in delivering results through matrix management
High situational awareness in order to adapt sales methodology (i.e. Challenger Sales)
Excellent knowledge of Arco products, services, customers and supplier
About Us
With a proud 140-year legacy, you’ll be part of something special when you join the UK’s leading safety experts. As the only integrated safety products and services business, Arco’s size, scale and reputation are why we have such an impressive portfolio of satisfied customers.
It’s an exciting time for us, and whatever your role, you’ll play a part in Arco’s journey to become more profitable and sustainable. To drive a performance culture, we consistently invest in our people to ensure we push for shared success. We respect and value everyone’s unique skills, experience and ideas so you’ll have ample opportunity to help shape our future growth and be rewarded for delivering against our targets.
At Arco, inclusion means ensuring everyone feels valued, respected and able to be their best. We celebrate the unique skills, experiences and perspectives each colleague brings, and we’re committed to creating a supportive environment where everyone can thrive. As part of our journey to everyday inclusion, we recognise that individual needs may vary. If you require any reasonable adjustments or additional support during the recruitment process, please let us know. Be Safe, Be Yourself, Be Your Best.