Senior Account Manager

Key Responsibilities

• To assist with the overall engagement and relationship with the customers or new name customers and maximise profitability of the account/s.  
• To accurately forecast sales, revenue and margin from the customers.
• To create, agree and implement the sales approach, account/s plans and objectives for assigned customers.  To support the creation and implementation of the sales strategy for the customers.
• To lead sales activities within customers, including the overall solution design, commercial arrangements, sales collateral creation, demonstration of Glory’s capability, customer engagement, negotiation and ‘close’.
• To provide commercial leadership all contract negotiations and ensure that contracts are in place for sales, loan and ongoing services (hardware and software support)
•  To develop and maintain the relationships within the customer (including the management and procurement teams) in order to maximise sales opportunities and ‘budget share’ and to maintain the highest level of customer satisfaction and position Glory as a key long-term business partner. 
• To champion the customers inside Glory; to act as a ‘catalyst’ for customer’s sales requirements and overall business and market demand
• To intimately understand the customer’s business priorities, operational pressures and IT capabilities and actively support the client/s with business case design and benefit calculations in order to position Glory as the ‘supplier of choice’ and proactively develop a pipeline of sales opportunities
• To ensure routine use of bid review/approval processes, sales reporting and pipeline management/CRM tools
• To act as an escalation, point for issues on the customers projects and service delivery and assist with the resolution of issues 
• To actively seek out market and competitor intelligence in order to position Glory consistently as the ‘supplier of choice’
• To oversee and manage the client/s debt position ensuring no overdue payments are accumulated
• To complete ad hoc duties and tasks allocated from time to time

Required Education, Skills, Knowledge & Expertise

• Significant experience in a related sales environment
• Degree-educated with a business qualification (desirable)
• High degree of commercial acumen; able to develop an in-depth understanding of a customer’s business, aims and objectives.
• Excellent interpersonal, communication skills and the ability to effectively use several different influencing and negotiation strategies.
• Effective and confident in different and challenging environments (cultural and commercial)
• Ability to identify opportunities in new markets
• Able to work under pressure and to deadlines.
• Driven and focused problem solver.  
• Ability to develop and maintain relevant product knowledge

About
Global Leaders in Customer Experience Automation With a culture rooted in innovation, each day Glory’s people are transforming our customer’s businesses. Our automation solutions empower retailers, restaurants and financial institutions to save time, money, and deliver unrivalled customer experiences. Publicly listed and proudly international, Glory has been a trusted name for over 100 years, and a global leader for more than a decade. That’s a reputation we’ve earned by combining our pioneering software and hardware with our dynamic people. Because alongside our technology, it’s our people who are driving our successes. Why Join Us Here at Glory, our ambitions are as big as yours. And that’s why we are actively looking to recruit the best of the best. Join Glory and you will be part of the force driving our transformative technology and leading-edge innovations. That’s because every Glory solution is powered by exceptional people like you. People with experience, skills and dedication. Here, we prioritise the development and well-being of our people. Across vibrant and collaborative workplaces, you’ll team up with colleagues across the world to deliver remarkable solutions in more than one-hundred countries. Looking to make a global impact? Join Glory in innovating the future of business transformation. Glory ValuesThe Glory Values are our ethos of working together, diversity and innovation: a practical blueprint of how we work together. We live our values wherever we are – with both colleagues and customers. Glory Values help us meet new challenges and exceed expectations. And they help us further our skills and work with trust and respect.  Customer Delight. We put our customers first.Integrity. We do the right thing, always. Innovation. We embrace new challenges and share the future. Speed. We move fast, that’s how we stay ahead. Diversity & Respect. We value the strength in our differences. Teamwork. We succeed together.