Back to search.Symantec - Client Commercial Executive
| Employment Type: | Permanent |
| Location: | Gloucestershire - South West, United Kingdom, Gloucester |
| Salary: | Excellent |
| Languages: | French, Spanish |
Purpose:
To reduce Annual Recurring Revenue (ARR) losses to below target for the Client Retention Team.
To own and develop an allocated market segment Client Retention plan for EMEA covering all markets and horizontal segments with specific reference to improving direct and indirect client support to retain clients.
Provide commercial management for the same allocated market segment to retain MessageLabs clients and partners.
To increase revenue under contract as outlined in EMEA Churn Budgets.
Principal Accountabilities:
To work with and develop a strategy with your allocated account managers to ensure their clients and partners remain with SHS.
To ensure any client expressing a request to cancel or indeed has cancelled is contacted and re-sold to with the aim of retaining the business.
Identifying, researching and targeting prospective client renewals business using all available means.
Create accurate base line reports outlining which clients are within contract and when contracts end.
Create and maintain a sales pipeline of renewals opportunities within the designated market segment(s).
Development & Maintenance of a business plan for the designated market segment(s).
Ensure there is a clear business strategy to save any client on the risk register.
Work with the Marketing, Operations, Sales Operations and Client Services Departments to develop client retention plan and execute on agreed ongoing business opportunities.
Develop a comprehensive understanding of business trends needs requirements of the relevant vertical market and provide regular feedback to the company, especially in terms of new product requirements.
Work with Sales and marketing to maximise vertical expertise & knowledge sharing between the teams
Liaise with other internal departments as required (e.g. Client Services, Operations, Legal and Marketing) to ensure smooth running of all interactions that prospects have with MessageLabs
Provide accurate forecasts and reports on activity and sales performance as and when required by management
Ensure all monthly KPI targets are met
Maintain accurate and up to date customer information within business systems (Siebel)
Ensure full compliance with all internal processes including sales order quoting systems (SOP)
Key Performance Indicators (KPIs) will be based on:
Meet revenue targets in line with the Client Retention Strategy
Provide accurate activity and revenue reports
Increase contracted revenues.
These KPIs, as well as other traits, skills and knowledge requirements will be measured and monitored through the Exceed performance framework
Profile of Job Holder
Essential:
Proven track record of achievement of targets preferably in sales.
Experience of working with a CRM system
Solid understanding of the IT industry and its business applications
Experience of working with complex sales in a consultative manner
Ability to effectively communicate at all levels, in written, verbal and presentation form
Strong negotiation skills
Ability to develop and manage consistent processes
Driving licence
Can do, flexible and mature attitude to the role with plenty of common sense and an outgoing personality
Strong team player
Is able to speak fluent English (other European languages useful)
Use of MS Office applications, PowerPoint and email
To reduce Annual Recurring Revenue (ARR) losses to below target for the Client Retention Team.
To own and develop an allocated market segment Client Retention plan for EMEA covering all markets and horizontal segments with specific reference to improving direct and indirect client support to retain clients.
Provide commercial management for the same allocated market segment to retain MessageLabs clients and partners.
To increase revenue under contract as outlined in EMEA Churn Budgets.
Principal Accountabilities:
To work with and develop a strategy with your allocated account managers to ensure their clients and partners remain with SHS.
To ensure any client expressing a request to cancel or indeed has cancelled is contacted and re-sold to with the aim of retaining the business.
Identifying, researching and targeting prospective client renewals business using all available means.
Create accurate base line reports outlining which clients are within contract and when contracts end.
Create and maintain a sales pipeline of renewals opportunities within the designated market segment(s).
Development & Maintenance of a business plan for the designated market segment(s).
Ensure there is a clear business strategy to save any client on the risk register.
Work with the Marketing, Operations, Sales Operations and Client Services Departments to develop client retention plan and execute on agreed ongoing business opportunities.
Develop a comprehensive understanding of business trends needs requirements of the relevant vertical market and provide regular feedback to the company, especially in terms of new product requirements.
Work with Sales and marketing to maximise vertical expertise & knowledge sharing between the teams
Liaise with other internal departments as required (e.g. Client Services, Operations, Legal and Marketing) to ensure smooth running of all interactions that prospects have with MessageLabs
Provide accurate forecasts and reports on activity and sales performance as and when required by management
Ensure all monthly KPI targets are met
Maintain accurate and up to date customer information within business systems (Siebel)
Ensure full compliance with all internal processes including sales order quoting systems (SOP)
Key Performance Indicators (KPIs) will be based on:
Meet revenue targets in line with the Client Retention Strategy
Provide accurate activity and revenue reports
Increase contracted revenues.
These KPIs, as well as other traits, skills and knowledge requirements will be measured and monitored through the Exceed performance framework
Profile of Job Holder
Essential:
Proven track record of achievement of targets preferably in sales.
Experience of working with a CRM system
Solid understanding of the IT industry and its business applications
Experience of working with complex sales in a consultative manner
Ability to effectively communicate at all levels, in written, verbal and presentation form
Strong negotiation skills
Ability to develop and manage consistent processes
Driving licence
Can do, flexible and mature attitude to the role with plenty of common sense and an outgoing personality
Strong team player
Is able to speak fluent English (other European languages useful)
Use of MS Office applications, PowerPoint and email
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