Account Manager

Mobilityways Limited; Norwich; On-site; GBP 42,000 - 60,000; Full time

Job summary

Mobilityways Limited is seeking an Account Manager to own and grow a portfolio of large employer clients. You will act as the main point of contact, manage the full sales cycle from initial contact to renewal, and collaborate with product and delivery teams to maximise client value.

You’ll be commercially minded, data-driven, and skilled at relationship development, negotiations, and expanding contract value across sites.

Qualifications

• Significant experience in account management and sales development in a B2B environment.
• Proven track record of commercial success.
• KPI-driven with the confidence to work to targets.
• Confident with presenting to clients and explaining technology.

Responsibilities

• Own and manage a portfolio of large employer clients.
• Lead the full sales cycle from prospecting to renewal.
• Forecast retention and expansion, tracking churn risk.
• Collaborate with Product and Delivery teams to meet client needs.
• Expand client relationships across sites and solutions.
• Deliver proactive, high-quality client service.

Skills

Account management

B2B sales

Client relationships

Negotiation

Forecasting

HubSpot CRM

Tools

Hubspot CRM

Job description

Job Title: Account Manager

Responsible To: Account Director

Mobilityways is on a mission to make zero carbon commuting a reality. We produce ground-breaking climate tech empowering large employers to measure, reduce and report on their commuter emissions.

Main duties

Our Account Managers are responsible for owning client relationships. They’re the internal experts on their clients. Their primary focus is to ensure that our large employer clients are engaged with our solutions and services, ensuring that we are supporting them in achieving their operational and sustainability objectives, and have long-term commercially strong relationships.

Each Account Manager has an assigned portfolio of large employer clients. The Account Manager’s role is to:

• Be the internal owner of those named clients, meaning you are the personal ultimately accountable within Mobilityways for your clients.
• Be commercially minded and a strong negotiator, successfully
• Forecasting retention and expansion, aware of, and tracking churn risk.
• Accurately tracking the opportunities and pipeline within the portfolio.
• Ensure that the relationship with your client portfolio deepens and widens, meaning that:
  • We expand to more of their sites and locations.
  • They invest in a wider range of our solutions.
  • The ARR licence value of our relationship grows.
  • You cultivate relationships with additional contacts within each client to move to more strategic levels of engagement and into develop relationships with other job functions.

• Ensure that our clients are seeing success with our solutions.
• Utilise a partnership approach with your client portfolio.
  • This is measured by our internal metrics (client’s ARR retention and growth; tonnes of CO2e saved annually; ACEL reduction) and whatever metrics the client uses to measure their own sustainability and operational objectives.
• Deliver the highest levels of proactive client service.

Account Managers are the “conductor of the orchestra” for their clients, in practice this means:

• Being the main point of contact between Mobilityways and your client portfolio.
• Develop, maintain and implement an Impact Plan, in collaboration with each client, which highlights the areas for joint sustainable impact and commercial growth.
• Are accountable for the whole sales cycle from cultivating additional contacts within clients, to pitching, demoing, producing proposals and negotiating.
• Leading the onboarding of clients from New Business.
• Leading, and project managing, the different internal teams working on your client portfolio to work in an aligned, collaborative and united way, such as:
  • Ensuring that consultancy work is scheduled and on track with the Commutology Team.
  • Ensuring that any work is aligned to the client’s expectations and needs.
  • Liaising with the Product Team to ensure our software solutions align to your client’s need.
  • Working with outside partners and consultants, to deliver against your account.

In order to be successful it’s important that you:

• Take a strategic view to maximise value of existing client portfolio, growing client value and employee engagement.
• Effectively manage your workload, priorities, planning and SMART goals to achieve KPIs and targets.
• Identify and proactively manage ‘at risk’ clients, working on proposals to save and further develop relationships.
• Gain extensive knowledge on our solutions and services.
• Deliver against OKR goals and ensuring we reach our company objectives. Provide transparent feedback to your line manager regarding progress against OKR goals, flagging risks and providing guided solutions and decision making to stay on track.
• Identify and recommend opportunities to improve efficiency and automation and improve our propositions.
• Become a Hubspot champion (CRM). Ensure high data accuracy.

Any other duties that may be required from time to time.

OKRs

• Client retention revenue and ARR %
• Upsell/expansion revenue and ARR %
• Tonnes of CO2e reduction across your portfolio.
• ACEL (Average Commuter Emissions Level) reduction across your portfolio.
• Pipeline projected value
• Client NPS

Our values

• We are Customer Obsessed – We put ourselves in the shoes of every customer, find out what they really value and are relentless in delivering excellence. We first seek to understand before being understood. We think win win.
• We are Learning Fanatics – Insights and knowledge are sought, gathered, analysed and shared every time. How can we be better at doing the right things and putting first things first.
• We are United – Our common purpose is clear, and we are all committed to being proactive in caring for others. We respect and value differences. We look after us. We all share in the benefits.
• We are Bar Raisers – Outcomes are better than ever achieved before and others are learning from us. We ensure that our team’s capability and culture continually improve.

Person specification

• Required:
  • Significant experience in account management and sales development in a B2B environment.
  • Proven track record of commercial success.
  • Commercially focused with the confidence to work to KPIs and targets.
  • Computer literate (for internal processes need to be confident with Office365 suite) and comfortable with explaining/demoing technology to clients.
  • Alignment to our culture and values.
  • Passion for our mission.
  • Excellent spelling and grammar with the ability to present to and communicate with clients at all levels.
  • Strong verbal communicator and presenter. Enthusiastic about being the ‘face of Mobilityways’.
  • Excellent project, planning and time management capabilities. Able to systematically organise and self-manage own time, use initiative and demonstrate productivity and accountability.
  • A strong work ethic and willingness to “go the extra mile”.
  • Quick thinking and pragmatic with excellent organisational skills.
  • Confident but striving for continued personal development.
  • Flexible and happy to help out in other areas of the business when appropriate.

• Desirable:
  • Experience in sustainability and environment.
  • Experience of selling enterprise SAAS.
  • An understanding of or passion for behavioural change.
  • A full UK driving licence.

Diversity and Inclusion

Mobilityways are proud to be an equal opportunities employer and are committed to ensuring that our workplace is an environment that is free from discrimination and one which values all employees as individuals.

The company welcomes all applications and will not discriminate against any individual on the basis of sex, gender reassignment, colour, marital status, civil partnership status, having or not having dependents, pregnancy / maternity, race, nationality, ethic or national origin, religious belief or philosophical belief of political opinion, sexual orientation, disability, membership or non-membership of a trade union or age.