Key Account Manager

Job Description

About The RoleField Key Account Managerphs DirectScotlandThe key focus of this hybrid role will be to manage, develop and organically grow a portfolio of Key and Major Accounts including New Business opportunities.We are unique in our market sectors, offering the complete consumable, washroom and hygiene services.Ideally you will have experience of these areas with particular emphasis on consumable, cleaning, or janitorial market sectors. You will be both commercially and legislatively aware with the ability to adapt to the ever-increasing requirements of the market.Key Tasks

• Build and maintain a strategic plan for each Key Account detailing activity to encourage growth on revenue and margin (profit) targets, through GAP analysis including client mapping to build relationships and stakeholder base (75%)
• Achievement of annual new business turnover and margin (profit) target from the strategic creation of a pipeline from self-generated and cross divisional opportunities (25%)
• Build value added solutions for clients which embrace both sustainable and social impact focus (CSR) as well as consolidating product lines to promote more commercially viable solutions aligned to the Customer needs
• Drive Digital and work with the internal Key Account Team to ensure that the Customer experiences the best and most appropriate level of support and service and that ultimately reflects a single joined up team approach for the Customer
• Support Tender activity to produce final bids to the customers including presentations. Be a consumable Sector Expert to develop and create any opportunities within Hygiene accounts that typically have not had exposure to our consumable services (crossdivisional opportunities)
• Generate timely management reports as required that will include pipelines, current portfolio retention and revenue, identifying risks and opportunities with action plans to support
• Work proactively with your portfolio, with a planned schedule of visits, using reports and information to keep the customer up to date, ensuring that you get the most from your visits and calls

Knowledge and Experience

• A proven service or sales professional operating at the minimum of key and high value account level
• A growth track record in a B2B sales/service environment (consumables or service), with a strong level of commercial acumen, gained from senior account management or large/key sales background
• Strong knowledge of phs Direct marketplaces and competitors, or experience of similar markets
• Highly developed selling skills with excellent communication both F2F and written, with the interpersonal skills to influence other parts of the business.
• IT literate, with an emphasis on using technology to be effective and productive
• Good strategic planning and day to day organising skills, high in initiative and problem-solving skills
• High levels of energy, commitment, and tenacity with a strong understanding of the sales/service process and large accounts processes and buying behaviours
• Ability to work on own, planning diary in line with the business operating rhythm and working autonomously within your defined role
• Full clean Driving License is required for this role

Interactions

• Reporting to the Head of Sales and working with Key stakeholders across phs Direct, Hygiene and portfolio business. Interactions with other section Heads, Finance, IT, Pricing, Customer Service and other supporting areas
• Mostly customer facing, with regular daily meetings and calls (including Teams)
• The role will require regular/daily travelling within the UK (occasional overnight stays)
• Advanced DBS (CRB) will be checked on offer of employment due to areas visited

In return for your commitment and expertise, you will receive:

• Basic annual salary of 40-41k plus OTE of circa 50k+
• A company car or car allowance
• Phone, laptop, and kit to work effectively from home and on the road
• Pension scheme
• 23 days holiday allowance plus bank holidays
• We offer accredited ILM Management training in house or externally
• PHS Perks– savings from over 800 retailers
• Buy and sell holiday scheme
• Ongoing development and career opportunities

Who we arephs Direct, part of the phs Group of Companies, are leading hygiene services provider in the UK, Ireland and Spain.Our team of over 3,000 expert personnel provides washroom, floorcare, healthcare and a range of specialist services to over 120,000 customersranging from large single sites to all business sectors.We provide vital workplace services to organisations which improve the well-being of employees and customer. It makes over 3.6 million visits each year, whether it’s providing consumable and janitorial products and dispensers, sanitary waste disposal, installinghand dryers, soap dispensers, consumables and air purifiers or supplying floor mats to prevent slips, trips and falls.At phs Direct, we pride ourselves on our diverse workforce, and ensuring we have an inclusive environment for all our staff. We remain committed to ensuring our teams can bring their true selves to work without risk or fear of discrimination.