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Job

Connecting

Fire and Security Account Manager

  • Location

    Cambridge, Cambridgeshire

  • Sector:

    Engineering

  • Job type:

    Permanent

  • Salary:

    £30000 - £52000 per annum

  • Contact:

    Siobhan Osborne

  • Contact email:

    siobhan.osborne-ext@jci.com

  • High Salary:

    52000

  • Low Salary:

    30000

  • Reference:

    165518SAM_1530613090

  • Job Published:

    18 days ago

  • Expiry Date:

    2018-08-02

  • Startdate:

    ASAP

The role will focus on existing CNI (Critical National Infrastructure) accounts and opportunity management - building strong partnerships with key accounts and driving account growth whilst managing business as usual activities.
The account sector requires team members with SC Clearance and if not already held via government agency sponsorship, such clearance will need to be obtained (Johnson Controls will arrange) and thus the position is subject to successful clearance being obtained.

The account manager, working with the CNI Sales Manager, will identify and qualify the account opportunities in line with the defined business growth strategies in markets/sectors within the business unit. From this qualification the account manager will work to develop Strategic Opportunity Plans (SOP), managed under the wider existing Strategic Account Plans (SAP) developed by the CNI Sales Manager, in order for these accounts to drive significant opportunities as well as the more relative, smaller "business as usual" activities.

The Utilities Account Manager will be required to have some technical knowledge and understanding with regards to IDS systems, Enterprise Access Control (e.g. Lenel, C-Cure) and Enterprise CCTV (e.g. Genetec or FLIR/DVTEL/Milestone) as well as ability to communicate to the client at a technical level as and when required. A history of having personally been involved with solution design and commercial costing is highly desirable and considered a key ability in this sector due to the niche environment and client technical acumen.

Whilst other members of the team will be available to provide support for solution design and costing, the account manager is required to lead the opportunity, widely assist with the proposal write-up (in detail) and technically and commercially vet the overall solution, and validate/amend, prior to issuance to client.

Project values range typically between £30,000 and £1.5m, and thus will need an account manager who is able to understand in each solution offered, the key solution components and the installation requirements specific to each project which do vary between sites. Additionally each offering will require understanding and guidance for correct costing and implementation relating to contract and commercial management requirements, as well as the correct Technical Design and Approved Product selection to ensure the each offering/solution is fully compliant to the specific account standards and other applicable compliances such as government regulatory compliance (DEFRA).

On some accounts, the frameworks allow a wider portfolio to be offered. In these instances a key function of the role is to identify accounts and opportunities where the wider range of JCI solutions can be offered. Proactively presenting the entire portfolio of solutions will drive and create interest across all solutions within the growth markets & sectors.


The role will incorporate the following key focus areas:

Strategic Account Management
Bring professionalism, organisation and expertise to each and every account
Reference and leveraging the Strategic Account Plan to fully understand the accounts, relationships and opportunities. This will also include any identified cross sell opportunities across the account.
Once opportunities are identified, develop Strategic Opportunity Plans (as below) to form bid teams, create plans to win and define activity around the specific opportunity.
Regularly review the SAP's to identify activities and actions required to develop & grow the account. The SAP will drive next steps and planned sales activity.
Manage all SAP's and associated activities through the CRM tool SFDC to ensure all key dates are met within timescales and activities are aligned.

Strategic Opportunity Management
Bring professionalism, organisation and expertise to each and every opportunity
Identify opportunities to pursue - either from SAP's across the growth markets & sectors
Fully qualify and articulate opportunities to arrive at a bid or no bid decision
Develop a Strategic Opportunity Plan (SOP) - a plan to win and form a bid team to create a winning proposal for each opportunity
Manage all milestones and timescales with the bid team along the bid timeline to meet the clients requirements
Manage all activities through the CRM tool SFDC to ensure all key dates are met within bid timeline



Performance & Quality
Ability and discipline to focus on growth strategy - accounts & opportunities
Effective use of SFDC - management & execution of key activities specifically aligned to accounts and opportunities
Build and manage effective relationships across accounts and opportunities
Create and present winning proposals

KPI's
Growth in bookings
Opportunity creation - pipeline growth
Pipeline Health - managed effectively
Conversion improvement

Competencies / Attributes / Skills
Motivated and driven - action orientated, gets things done
A Technically-oriented Salesperson who has the ability to converse at all levels to match the client team's needs. It is expected there is the need to get more technical about solution components, how they interact, compatibilities with the target operating platform and the compliance to Government and Utility Account standards which will be regularly discussed on each opportunity and ongoing projects.

Knowledge
PC literacy, including knowledge of Microsoft Office products.
Ideally Salesforce.com and/or other cloud based applications

Education
Educated to A-level standard (or equivalent)s