Account Manager

Job Title:

Account Manager

Responsible To:
Account Director

Mobilityways is on a mission to make zero carbon commuting a reality. We produce ground-breaking climate tech empowering large employers to measure, reduce and report on their commuter emissions.

Main duties

Our Account Managers are responsible for owning client relationships. They’re the internal experts on their clients. Their primary focus is to ensure that our large employer clients are engaged with our solutions and services, ensuring that we are supporting them in achieving their operational and sustainability objectives, and have long-term commercially strong relationships.

Each Account Manager has an assigned portfolio of large employer clients. The Account Manager’s role is to:

• Be the internal owner of those named clients, meaning you are the personal ultimately accountable within Mobilityways for your clients.
• Be commercially minded and a strong negotiator, successfully
• Forecasting retention and expansion, aware of, and tracking churn risk.
• Accurately tracking the opportunities and pipeline within the portfolio.
• Ensure that the relationship with your client portfolio deepens and widens, meaning that:
  • We expand to more of their sites and locations.
  • They invest in a wider range of our solutions.
  • The ARR licence value of our relationship grows.
  • You cultivate relationships with additional contacts within each client to move to more strategic levels of engagement and into develop relationships with other job functions.

• Ensure that our clients are seeing success with our solutions.
• Utilise a partnership approach with your client portfolio.
  • This is measured by our internal metrics (client’s ARR retention and growth; tonnes of CO2e saved annually; ACEL reduction) and whatever metrics the client uses to measure their own sustainability and operational objectives.
• Deliver the highest levels of proactive client service.

Account Managers are the “conductor of the orchestra” for their clients, in practice this means:

• Being the main point of contact between Mobilityways and your client portfolio.
• Develop, maintain and implement an Impact Plan, in collaboration with each client, which highlights the areas for joint sustainable impact and commercial growth.
• Are accountable for the whole sales cycle from cultivating additional contacts within clients, to pitching, demoing, producing proposals and negotiating.
• Leading the onboarding of clients from New Business.
• Leading, and project managing, the different internal teams working on your client portfolio to work in an aligned, collaborative and united way, such as:
  • Ensuring that consultancy work is scheduled and on track with the Commutology Team.
  • Ensuring that any work is aligned to the client’s expectations and needs.
  • Liaising with the Product Team to ensure our software solutions align to your client’s need.
  • Working with outside partners and consultants, to deliver against your account.

In order to be successful it’s important that you:

• Take a strategic view to maximise value of existing client portfolio, growing client value and employee engagement.
• Effectively manage your workload, priorities, planning and SMART goals to achieve KPIs and targets.
• Identify and proactively manage ‘at risk’ clients, working on proposals to save and further develop relationships.
• Gain extensive knowledge on our solutions and services.
• Deliver against OKR goals and ensuring we reach our company objectives. Provide transparent feedback to your line manager regarding progress against OKR goals, flagging risks and providing guided solutions and decision making to stay on track.
• Identify and recommend opportunities to improve efficiency and automation and improve our propositions.
• Become a Hubspot champion (CRM). Ensure high data…