Head of Account Management

About A-SAFE and the role:

The A-SAFE Group is a leading global workplace safety solutions provider. Since 1984, the business has been pioneering state-of-the-art solutions that safeguard people and assets across a variety of sectors, all around the world.

Innovation has been a watchword for A-SAFE since the company’s very beginning, with the business being the inventor and original manufacturer of the world’s first industrial strength polymer barrier safety system. The business continues to pioneer game-changing workplace safety technology to this day, supplying warehouses, factories, airports, car parks and other industrial workplaces worldwide.

A truly global business, the A-SAFE Group is headquartered in the UK and has 17 international subsidiaries, including Germany, France, Italy, Netherlands, Scandinavia, Belgium, Spain, USA, UAE, Japan and Canada, as well as a host of trusted global partners, meaning the business is represented in more than 65 countries worldwide.

The A-SAFE Group operates state-of-the-art manufacturing facilities in the UK and maintains global distribution networks and facilities, allowing the business to provide innovative solutions to the world’s largest and best-known brands including Nestlé, Coca-Cola, BMW, 3M, Heathrow Airport, Unilever, Amazon, and Jaguar Land Rover.

The Role:

The Head of Account Management role is responsible for developing, managing, and inspiring the RAM (Regional Account Manager). This role is field based.

Essential Skills:

• Leadership: The ability to effectively lead, motivate, and inspire a team of regional account managers to achieve sales targets and objectives.
• Strategic Planning: Proficiency in developing and implementing strategic plans for regional sales growth, including setting goals, identifying opportunities, and allocating resources effectively.
• Sales Management: Experience in managing sales teams, including overseeing sales pipelines, monitoring performance, and providing coaching and support to ensure success.
• Relationship Building: Strong interpersonal skills and the ability to build and maintain relationships with key clients, stakeholders, and team members to drive sales and foster customer loyalty.
• Communication: Excellent verbal and written communication skills are essential for effectively conveying information, negotiating deals, and presenting strategies to internal and external stakeholders.
• Analytical Skills: The ability to analyze sales data, market trends, and competitor activities to identify opportunities for growth and develop informed sales strategies.
• Customer Focus: A strong focus on understanding customer needs, providing exceptional service, and building long-term relationships to drive customer satisfaction and retention.
• Problem-Solving Skills: Proficiency in identifying issues, addressing challenges, and finding creative solutions to overcome obstacles in the sales process and achieve sales targets.
• Adaptability: The flexibility to adapt to changing market conditions, customer preferences, and internal dynamics to maintain competitiveness and drive growth in the region.
• Strategic Negotiation: Skill in negotiating terms, pricing, and contracts with clients and partners to maximize sales opportunities and achieve favorable outcomes for the business.
• Performance Evaluation: The ability to analyze data against established KPI’s to identify areas of strengths and weaknesses, diagnose performance bottlenecks, and prescribe targeted interventions to improve results.

Key Responsibilities & Duties

• Performance Monitoring and Analysis: Continuous monitoring and analysis of KPI’s for their team including identifying trends, areas for improvement, and opportunities for optimization.
• Execute on Sales Strategy: Execute comprehensive sales strategy aligned with organizational goals and objectives.
• Lead Sales Team: Provide leadership, direction, and guidance to the sales team, including hiring, training, and performance management.
• Drive Revenue Growth: Lead efforts to drive revenue growth by identifying opportunities, expanding market reach, and closing deals.
• Manage Sales Pipeline: Oversee the sales pipeline, ensuring timely follow-up by your team, accurate forecasting, and efficient progression of leads through the sales process within the CRM platform.
• Collaborate with Inside Sales: Work closely with the internal sales team to align sales efforts, optimize lead generation, and support activities/initiatives.
• Customer Relationship Management: Build and maintain strong relationships with key customers, understanding their needs, addressing concerns, and fostering long-term partnerships.
• Sales Reporting and Analysis: Analyze sales data and metrics to track performance, identify areas for improvement, and take corrective actions as needed.
• Market Research and Insights: Stay informed about industry trends, competitor activities, and market developments to identify opportunities for growth and maintain a competitive edge in the market.

Desirable:

• Experience: Previous experience in or knowledge of the health and safety industry.
• Language: Fluent English is must; Spanish is a plus.

Qualifications:

• Education: Four-year college degree in a related field. MBA is a plus.