National Accounts Executive

National Account Executive

Based: North of England, covering Sheffield up to Darlington across to Manchester and Liverpool. (Location to be agreed on offer)

Delivering new business wins from the Corporate, SME and intermediary markets through highly effective canvassing of businesses over the phone, video calls and in person using their prospecting skills. Delivering profitable accounts that reach and exceed targets for on rent and revenue.

Report to:
National Sales Team Manager

Company car

Portfolio revenue management: £500K-£2M

Monthly new business appointments: 10-15

Monthly new account wins (£25K+):2-4

Achieve account contact frequency targets and attend regular review meetings. Ability to work with existing customers to highlight areas where Switch can gain additional rental volumes. Negotiation with lapsed accounts that can be re-activated.

Will gain great understanding of Switch Products and Services in order to facilitate a consultative sales approach. Identify all opportunities to open Switch Business accounts where it is beneficial to the customer and to Switch. Ability to get new customers trading quickly to profile.

Use of in-house Athena CRM put in place to document and report on new business and account management activity. Understanding of customer paperwork requirements.

Good understanding of the region and the businesses located there. Has a structured plan in place to maximise time spent face to face with customers while minimising traveling time.

Keeps abreast of competitor activities and market trends to identify prospect targets.

Collaborates with other functions so accounts are set up quickly and efficiently within the agreed SLAs. A full understanding of other department's roles in the customer journey.

Self-management of prospect data to keep an active pipeline of £50K+ prospects topped up. Work with the Internal Sales team to maximise territory management and share local market info.

Builds effective relationships with other teams, especially operations to drive new business opportunities coming into the team.

Vertical sector specialisation to aid in self-generated prospecting.

Delivery of revenue against target

New business wins against target

High number of self-generated new business wins

Key performance indicators

Appointments against target

Awareness of industry trends

Timely/useful insights on Competitor activity

High new win to traded revenue ratio

• Time Management
• Negotiating
• Verbal Communication
• Written Communication
• Business Literacy
• Managing the Detail

• Strong Work Ethic
• Having a Positive Impact and Influence
• Knowing and Managing Self
• Putting Customers First
• Achieving More
• Working Together

Has a positive attitude and strong work ethic. Can work effectively under pressure and consistently deliver on revenue targets and profitable new account wins that will grow into loyal Switch customers, they are also motivated by identifying larger opportunities that they can plan and execute a strategy to win.

Has no sense of urgency and is unable to understand the role they play in the team and how it affects the overall revenue performance. They are easily frustrated when things don't go their way and they will sit and wait for opportunities to come to them.

Maths & English GCSE or equivalent

Proven experience dealing with high level Decision Makers in a B2B sales role where a superior work ethic has been demonstrated. A background in vehicle rental B2B sales is preferred.