Head of Account Development

FourNet is looking for an experienced, skilled sales leader to join our thriving sales department as Head of Account Development. We’re looking for an experienced leader with skills in strategy and transformation to head up FourNet’s large account development team.

This is a full time leadership position. The successful Head of Account Development will come from a technology sales background. This could be consultancy, networking, contact centres or cyber security – we’re open to varied technology backgrounds. No matter what niche you come from, it’s vital that you can demonstrate effective, transformational sales leadership skills.

We’re looking for someone to come in and be responsible for their own sales performance, as well as that of their team’s, and focus on Xsell and upsell into a new base to maximise the short to medium term impact of the acquisition. Retain a minimum of 90% of annual recurring revenues Generate growth through incremental account sales Broaden portfolio footprints across the base through Xsell and Upsell activity In the short to medium term,  the role will be focussed on ensuring the current FourNet customer base is aligned with the appropriate sales resource, that the objectives for the Account Managers/Directors are clear and that each customer understands how we want to work with them in the future to add value.

Responsibilities

• Define and align the FourNet account base effectively to maximise the opportunity available for the Account Development Managers and the Account Base.
• Ensure a minimum of 90% retention is achieved across the account base, quarter on quarter.
• Work closely with the ADMs, Sales Director and Board (where appropriate) to ensure Xsell and Upsell objectives and targets are achieved.
• Work closely with the Sales Director to develop and execute Account Development strategies, Portfolio Development and Account engagement.
• Work with the vendor community to manage vendor expectations, motivate engagement and manage forecasts.
• Develop personal account roster and achieve personal incremental and retention targets.
• Support and manage the Account Development team in achieving their incremental and retention targets.
• Ensure effective account planning, review and broader business engagement.
• Manage vendor engagement to support overall account base development, cross-sell and upsell.
• Work with Marketing and Sales Directors to develop and execute pipeline.
• Work with Sales Director to develop and execute overall account development strategy to achieve required objectives and drive scale.
• Manage day to day activity of the team.
• Work within all required processes and governance to execute the role, provide regular and effective MI and sales reporting through appropriate systems and methods.
• Where and when appropriate, work with the Sales Director and broader business to apply, improve or develop relevant processes to increase effectiveness around the Account Development/Sales function.

Person Specification

Technical Profile

• Experience in Account Development, Cross Sell and Upsell activity, additional experience in Sales Management and Leadership.
• Proven ability to develop and close incremental pipeline, mange and lead an Account Team - ability to bring a New business skill set to an Account Base.
• Experience working with all business functions, vendors and nominated Account rosters.
• Good understanding of sales operations , strong forecasting skills and effective communicator.

Traits and Behaviours

• Focus on customers - committed to providing the best service to our customers in all that they do.
• Working Together - Working co-operatively with colleagues, customers, partners, and suppliers. Gains support from others. Relationship driven and 'human.'
• Can Do Attitude - Takes personal responsibility for getting things done.
• Growth - Proactively seeks ways to improve and grow the business.

Personal Attributes/Skills

• Excellent customer service and communication skills.
• Customer focused, proactive, collaborative, can do approach.
• Good commercial acumen, highly goal orientated/achievement driven with the ability to deliver at pace.
• A versatile learner with a strong commitment to personal development.
• Good planning and organising skills with a high level of attention to detail.

Why choose FourNet?

• We offer great flexibility and operate a hybrid working model. This role is initially office based but over-time will move to hybrid or fully remote.
• Initially, you'll be working Monday to Friday in this position, but once you have received all your training we anticipate you will move to a shift pattern.
• We genuinely care about our people and will do our best to accommodate preferences when putting a shift patten in place.
• We offer benefits like enhanced maternity/paternity pay and pension contributions.
• We have a real focus on employee wellbeing and support our people with access to internal mental health first aiders and external employee assistance programmes.
• We offer 25 days holiday,  plus bank holidays, increasing with service.
• There's a great social side to life at FourNet, with lots of events, volunteering opportunities and wellbeing initiatives to get involved with.
• We've grown a lot over the years, yet still maintain a friendly, supportive culture with people who genuinely care about each other and the FourNet community.
• And you can take advantage of our electric vehicle scheme, cycle to work scheme, tech scheme and employee health plans.

This job description is intended as a general indication of the main responsibilities of the job and does not include detailed instructions on how tasks are undertaken.  You may be required to carry out additional tasks within your capability as necessitated by your changing role within the organisation and to meet the needs of the business.

To apply for this position, please contact Emma Upton at eupton@fournet.co.uk, or submit your CV through the link below. Don’t hesitate to apply, as we are reviewing applications immediately.