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About the role
Key responsibilities & impact- Lead, motivate, and drive the performance and workflow of a North American Account Management team of four
- Build and evolve a skilled Account Management team aligned with current and future business goals
- Manage, motivate, support, and coach team members to optimise performance
- Set team sales targets, quotas, and approaches; track and forecast performance against budget
- Implement and deliver team KPIs and review ROI across workstreams
- Review and enhance the Account Management strategy for the team's portfolio
- Develop sales enablement documentation and campaigns supporting supplier growth and additional revenue
- Provide regular leadership reporting to the Global Head of Account Management
- Act as the team's escalation point, driving timely resolution and root-cause analysis
- Own and grow a portfolio of approximately 15 strategic, high-profile customer accounts
- Define retention and growth strategies and produce Account Management Plans for each account
- Develop pipelines for business growth, retention forecasting, and at-risk accounts
- Manage customer expectations and SLAs while engaging senior and executive stakeholders
- Identify upsell opportunities and deliver personal revenue KPIs
- Own renewals and contract negotiations in line with internal governance and process
- Promote and embed new tools and services across customer accounts
- Resolve customer complaints across the team and personal portfolio
- Sign off service agreement documents at point of sale
- Collaborate with internal business and product teams, sharing customer insight to shape sustainable solutions
- Share portfolio insights, successes, and opportunities across the global business
- Improve processes that positively impact the customer journey and team efficiency
- Be present in the regional office for internal and external stakeholders and travel to customers as required
Requirements
What you’ll need- 5+ years' experience in an account management or sales role, including experience managing or coaching a team
- Multi-region or international portfolio experience, with comfort working across time zones and adapting engagement approaches for different markets
- Supply chain, procurement, or sustainability sector experience
- Proven ability to coach, drive sales strategy, and develop a high-performing Account Management team to meet and exceed KPIs
- Demonstrable experience growing accounts and managing a full sales cycle, ideally overachieving targets
- Experience managing executive relationships with enterprise and strategic accounts
- Strong data analysis skills for extracting insight, tracking KPIs, and driving ROI
- Practical experience analysing and improving processes involving internal and external parties
- Strong listening and communication skills, adapting style to different levels of subject understanding
- Excellent information-gathering, verbal and written presentation skills, and meticulous attention to detail
- Knowledge of Salesforce and Microsoft Office
- Ideally, knowledge of Gainsight and/or ThoughtSpot
Benefits
Comp & perks- No specific benefits, perks, or compensation extras stated in the posting