Prepared by: R. Brown, Issue 1.2

Approved by: R. Brown, Approach Sales Services Ltd, Page 1 of 3, Date: Monday, 07 March 2011

ROLE PROFILE

Role: Account Manager

Reports To: Rachel Brown, Director

Location: Office based, Liverpool

This role profile consists of two sections

1. The Job Specification that describes the ELIGIBILITY criteria needed to be successful in the role, the qualifications and experience factors.

2. The Person Specification that describes the SUITABILITY factors needed to be successful in the role, the behavioural and competence requirements.

Job Specification

Role Purpose:

Develop the account relationships for Approach Sales Services Ltd, predominantly working in one project; Making calls to companies to define and qualify leads for their seminars.

Business Outcomes:

Within the role there are expected business outcomes; these form part of the strategic Key Performance Indicators for the business and progress against these targets are reviewed monthly at Management Operations Meetings also addressed on a weekly basis to maintain focus.

1. Calls to prospects to assess interest, nurture leads and develop relationships
2. Send out e-marketing campaigns, weekly occurrence.
3. Log in and follow up from e-marketing campaigns daily.
4. Uptake of seminar invitations
5. Follow up on PCQ interest

Key Responsibilities:

1. Identify and respond to customer needs, ensure effective collection and management of information. This will involve researching prospects prior to contacting. Confirming and monitoring seminar attendance, making presentations, conducting meetings.
2. Understand the customer business needs and support their growth in the North of England. This will involve promoting and supporting the various seminars and programmes.
3. Increase the number of companies that engage with our client.
4. Contribute to improving business opportunities through identifying appropriate support provided by our client.
5. Contribute to and fully support Approach Sales Services Ltd in front line contact with clients and prospects. This involves: contributing to the development of a web-based strategy for communication with customers including an e-mail registration service via the Internet, promotion of events and key industry issues through newsflashes, press releases etc., Raising positive awareness of Approach Sales Services Ltd and our client (business breakfasts, careers events etc) and monitoring customer satisfaction by various communication channels, marketing reaction, etc.
6. Ensure that information is entered onto the internal database of our client (Runway) and flows smoothly.

Key Accountabilities:

These describe the deliverables and reports that need to be produced on a monthly basis. Forming an additional part of the management process. (The precise format has to be agreed and training will be given).

1. Statistical information relating to seminar take up, engagement at PCQ level.

Managerial or leadership responsibilities

The role has no responsibility for coordinating the efforts and results of others except for those people who are new to the business and are assigned to the jobholder for basic induction training.

Role Environment

The role is office based and will be expected to work flexibly in a reasonable manner according to the work requirements as travel throughout the designated region is required and there will be occasions when an early start or late return is necessary. Budget responsibilities will be as advised by Rachel J Brown (Director).

Experience specification

1. Previous experience (minimum 3 years) of working effectively in a relationship and business management focused capacity.
2. Good analytical and interpretation skills including statistical analysis to handle business and technical information effectively.
3. Good written communication skills particularly in producing reports.
4. Good presentation skills.
5. Good reasoning skills and comfortable with telephone conversations.
6. Strong ability to multi-task.
7. Ability to work to deadlines and deliver results.
8. Ability to present a public relations approach over a sales approach.
9. Good IT skills encompassing contact management, project management, database, Internet, spreadsheet and word processing applications.

Person Specification

This section sets out the experience, behaviours and competencies that are required for successful delivery of the role.

Behaviours:

• Verbal skills to influence or motivate people.

• Generating enthusiasm in others.

• Reacting quickly to change.

• Achieving results and meeting deadlines.

• Authority and responsibility to meet challenges.

• Working on several projects simultaneously.

• Many people contacts.

• Actively seeking communications and relationships with a variety of people.

• Optimistic outlook toward all activities, including many social interactions.

• Self-confidence.

Competencies:

These are required to be successful in this role. A measurement system to determine the extent to which these exist for any individual is available as part of the overall personal development process.

These are ranked to reflect relative importance to the successful delivery of the role.

1 Customer Focus

Recognising and understanding customer needs and delivering service that exceeds customer expectations. Listens to and values customer suggestions and feedback. Actively promotes the fulfilment of customer needs within his/her group and the organisation as a whole

2 Planning and Organising

Effectively organising and planning work according to organisational needs by defining objectives and anticipating needs and priorities. Good time management skills to handle several projects simultaneously.

3 Organisation Savvy

Recognising and understanding organisational politics and working within organisation dynamics to accomplish objectives. Able to build and maintain partnerships and alliances and use them effectively to get needed resources and accomplish objectives

4 Written Communication

Having the skills to communicate to others in a written format: Able to organise and articulate thoughts well in a formal and informal writings, adjusting the message, vocabulary and form of writing to communicate effectively with the target audience

5 Influencing and Persuading

Convincing others to adopt a course of action: Able to understand the audience and modify the method of persuasion accordingly, has a win-win approach, is confident and does not give up easily.

6 Respecting Diversity

Understanding, accepting and being sensitive to individual differences: Treating all people equally, regardless of gender, race, and creed, place of origin, status or level of position. Treat others fairly and with dignity. Emphasises commonality rather than differences, encourages openness and tolerance. Evaluates on the basis of objective merit rather than subjective biases.

7 Presentation Skills

Have the skills to effectively communicate to an audience in a formal setting: Prepares material and thoughts well and delivers clear message appropriate for the audience making good use of visual presentation tools.