National Account Manager; Marine

National Account Manager (Marine)
Harrogate – Remote
Permanent, full-time
Competitive salary plus benefits

The National Account Manager is expected to retain and develop an existing customer portfolio within the marine/maritime sector by offering a consistent expert proposition that suits the customer’s needs in line with the company’s service offering. The National Account Manager (Marine) will be required to pro-actively generate and identify new business opportunities (pipeline) from either self-sourced or qualified company leads whilst developing a demonstrable strategy to develop existing and win new customers by researching key business sectors, using relevant data, tools and testimonials.

More about the role:

• Develop, present and successfully sell the company’s services to new and existing clients, using relevant, persuasive company sales collateral.
• Plan and implement new business strategy to identify specific customer targets and to project the number of contacts to be made. The National Account Manager must also prepare a projected forecast for their sales activity, both in customer visits made as well as projected revenue.
• Manage, develop and progress with self-sourced or company generated leads and referrals resulting from field activity including post incident response, exercises and training.
• Prepare presentations, proposals, quotes and effective sales contracts to be delivered to internal and external parties. (Defining clear and achievable SLAs, KPIs and MI Reporting requirements).
• With support from Marketing, develop and maintain relevant sales materials (including case studies) and current product/legislative knowledge.
• Establish, develop and maintain current client and potential client relationships; ensuring each contact has an appropriate customer contact plan to ensure the right level of contact is maintained to offer optimum service versus customer opportunity.
• Develop current client relationships by carrying out a full audit / review of the customer’s assets, ensuring that the customer is aware of the Adler & Allan Group’s full sales and services proposition.
• Prepare accurate and concise paperwork to activate and maintain contract services.
• Manage account services through CRM data including renewals.
• Take full ownership for investigating, escalating and resolving customer and client concerns and grievances; implement strategy to avoid reoccurrence of such issues in the future and provide solution on an ad-hoc basis.
• Communicate new product and service opportunities, special developments, information and market feedback/development gathered through field activity to appropriate company staff.
• Ensure all activity is recorded accurately on CRM.
• Liaise and support with marketing team to develop sales outreach strategies for key customers or sector industries.
• Work within the companies vision and values framework on a daily basis.
• Attendance at key industry/market events including but not limited to UKHMA, ESS, etc.
• Assistance and participation in the planning and delivery of training, exercises and incident response activities.

About you:

• Ability to develop and deliver presentations of a high professional standard.
• Ability to create, compose, and edit written sales proposals and materials.
• Strong interpersonal and communication skills. Ability to effectively interact, engage and communicate with company decision makers at all levels.
• Strong organisational skills.
• Understanding of key legislation affecting key customers in the maritime sector including the International Convention on Oil Pollution Preparedness, Response and Co-operation 1990 (the OPRC Convention) The Merchant Shipping (Oil Pollution Preparedness, Response and Co-operation Convention) Regulations 1998 (SI 1998 No 1056), Port Marine Safety Code, Civil Contingencies Act and COMAH Regulations
• Demonstrate a strong knowledge of own customer base and be able to demonstrate any influencing factors on customer activity.
• Plan active participation in marketing events, such as seminars, trade shows and telemarketing events.
• Have a thorough knowledge of the market in which customers operate; be aware of customer trends and act on…