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Account Manager

Experienced

Allocate Software | Sales/Marketing

About Allocate:

Allocate Software has been designing innovative products to optimise complex organisations since 1991. We have taken expertise from a number of industries and applied this to the specific issues and complexity of healthcare. Today we focus on delivering software tools to help healthcare institutions manage their staff safely and efficiently so that they can deliver exceptional care to all their patients. We have customers in 11 countries, with 800,000 people deployed using our software in over 800 organisations.

We are growing, both organically and through acquisition. With that in mind we are seeking Account Managers from across the United Kingdom to join our Account Management talent pool.

The role of Account Manager is responsible for prospecting, selling-in, relationship management, proposal writing, pitching and managing the sales process of Allocate Software products (both new and core) within their designated sales area/territory. This role reports to the Regional Sales Manager. 

Responsibilities:

  • Prospect for new business directly and through marketing campaigns
  • Maximising renewal opportunities of existing accounts
  • Building long term relationships establishing contact and credibility with defined key individuals in target organisations (in particular C-Suite level stakeholders)
  • Working with key stakeholders throughout the business (including Marketing, Product, Customer Success and R&D) to design both tactical and strategic sale opportunities to increase product penetration and stickiness and ultimately revenue and EBITDA within new and existing accounts 
  • Preparation of ad hoc reports as required for management
  • Assist other Account Managers where possible to help close sales opportunities
  • Update and maintain customer data within Allocate’s internal systems 
  • Work within the team to define new market opportunities
  • Achieve quarterly sales targets (including both annual reoccurring revenue (ARR) and revenue)
  • Work with internal stakeholders to negotiate and prepare commercial contracts
  • Develop strong and collaborative working relationships with Customer Success ensuring lifetime and sustainably profitable accounts
  • Compliance with internal sales processes (including customer purchase orders and contract signatures)

Key Performance Measures:

  • Annual Recurring Revenue – achievement of ARR targets and/or revised targets as prescribed by the organisation
  • Revenue – achievement of revenue (non-reoccurring) targets and/or revised targets as prescribed by the organisation
  • Customer Satisfaction – based on customer satisfaction surveys
  • Compliance – adherence to corporate processes (such as all orders must be accompanied by a Purchase Order)

Skills/Qualifications/Experience Required:

  • Strong and proven track record in selling within a Software as a Service environment
  • Considerable experience ‘closing the deal’ and able to follow through sales opportunities to an order
  • Demonstrable experience building a book of business comprised of both warm and cold prospects/customers
  • Experience working with C-Suite level customers
  • A strong interest or previous experience working in the healthcare, allied health or biotech industries 
  • Possesses a fondness for business travel and working remotely
  • Self-starter with a strong desire to achieve and meet targets 
  • Excellent Microsoft Office skills PowerPoint, Excel and Word
  • Demonstrable experience developing compelling presentations and sound business cases / opportunity assessments
  • Excellent presentation skills – able to ‘read the room’, convey a compelling story
  • Bachelor’s degree or equivalent experience
  • Working with the NHS and/or large government bodies is highly desirable