Account Director

Overview

At Zen, we believe business can be a force for good. Our purpose is to deliver exceptional experiences for our customers while creating sustainable value for our people, partners, and communities. As an Account Director, you will report to the Senior Sales Manager for Account Management, you will be responsible for the strategic leadership, growth, and retention of a portfolio of major/strategic accounts. The role owns executive level customer engagement, drives significant revenue growth, provides commercial leadership, and influences long term account strategy to maximise business value for both Zen and its customers.

Key Responsibilities

Strategic Account Leadership

• Build and develop trusted partnerships with executive and board level stakeholders in the assigned accounts.
• Align customer business objectives with Zen's strategic capabilities and values.
• Identify and lead major account development initiatives and long term transformation opportunities.
• Own revenue, profitability, and growth objectives across assigned accounts.
• Lead complex commercial negotiations and contract renewals.
• Develop multi-year growth plans for customers.
• Act as a trusted strategic advisor to executives and decision makers across assigned accounts.
• Resolve commercial escalations and complex customer issues.
• Represent Zen in strategic customer meetings and at customers events.
• Align with the customer and marketing to drive the production of case studies.

Leadership & Collaboration

• Provide leadership and guidance to Account Managers and Key Account Managers.
• Coordinate resources and collaborate across sales, service, delivery, finance, marketing, and product teams.
• Support the leadership team on development of sales strategy and account management best practice.
• Coach team members on strategic account planning and opportunity development.

Business Planning & Governance

• Manage and deliver accurate forecasting utilising the CRM tools
• Maintain and develop Account Development plans across all accounts.
• Develop and maintain heatmap/Landscape reports, to aid opportunity planning.
• Share market trends, customer investment priorities, and competitor activities with the wider Zen stakeholders.
• Influence business decisions through customer and market insight.

Key Performance Indicators (KPIs)

• Strategic account revenue growth.
• Maintain, at all times, an accurate and healthy pipeline across all pillars of the Zen portfolio.
• Gross profit performance.
• Account retention and growth.
• Executive stakeholder engagement.
• Strategic opportunity conversion.
• Customer advocacy and satisfaction.

Skills & experience

• Significant experience in strategic account management or enterprise sales, and the ability to demonstrate successes in a similar role in the IT/Telecoms industry.
• Proven success managing large, complex customer relationships.
• Experience engaging senior executives and C-suite stakeholders.
• Excellent negotiation, leadership, and influencing skills.
• Strong commercial and financial acumen.
• UK travel is a prerequisite of the role as well as a willingness to spend time at our Head Office in Greater Manchester. Outside of this, location is flexible