Head of Major and Key Accounts

Omniplex Learning; St Albans; Hybrid; GBP 50,000 - 80,000; Full time

Job summary

A leading company in learning and development is seeking a Major and Key Accounts Manager to lead their team and drive growth. This pivotal role involves strategic planning, customer engagement, and team management, ensuring alignment with company goals. The ideal candidate will have strong sales acumen, leadership skills, and a passion for learning and development.

Benefits

Competitive salary

Flexible working options

25 days of annual leave plus birthday leave

Private Medical Insurance

Dental, Optical, and Hearing care plan

Group Life Insurance

Employee Assistance Programmes

Enhanced family policies

Regular social events

Qualifications

• Dynamic and driven individual with strong leadership qualities.
• Proven experience in sales methodologies and consultative sales.
• Ability to assess customer needs and tailor solutions.

Responsibilities

• Build and shape the team to support business growth.
• Develop and drive the KAM / MAM team to achieve sales goals.
• Engage with clients to understand needs and provide tailored solutions.

Skills

Leadership

Sales acumen

Technical understanding

Communication

Customer needs analysis

Presentation skills

Team Management

Customer Engagement

Strategic Planning

Learning & Development

Job description

This critical role is responsible for leading and managing our Major and Key Accounts team, reporting into our Director of Sales.

The purpose of this role is to embed and deepen our relationships with our Key and Major accounts (circa 400) through focused verticals, becoming a key, strategic learning partner for these organisations. We want to help our customers prove how critical learning is to solve business challenges, giving the L&D leaders we work with the recognition they deserve.

There will need to be strong alignment with the company’s goals, meaning working closely with the pre-sales, marketing and delivery teams to ensure we are strategically aligned on how to approach our most significant accounts.

There will also be an expectation to build relationships with our key partners and understand their initiatives, establishing how we can grow them within these strategic accounts.

About You

We’re looking for a dynamic and driven individual who embodies the following qualities and capabilities, essential for success in this role:

• Leadership – A humble leader that people will follow and be motivated by every day
• Sales acumen – a strong knowledge of sales methodologies and consultative sales (MEDDICC being a preference)
• Technical understanding – a good grasp of technology and an ability to learn our product suite and GTM quickly
• Communication – Excellent verbal and written communication
• Customer needs analysis – a track record in being able to assess and understand customer requirements and how to tailor our products to those needs
• Presentation skills – the ability to deliver engaging and relevant presentations to team members and clients
• Team Management – Experience in starting and building teams, with potential to run remote teams and provide high levels of motivation
• Customer Engagement – Proven experience in dealing with senior stakeholders and building customer rapport
• Strategic Planning – Experience in developing and implementing Account Planning Strategies
• Learning & Development – an understanding of the sector and how to leverage existing relationships to maximise customer spend

About The Role

In this role, you’ll play a pivotal part in driving growth, shaping strategy, and leading a high-performing team through the following responsibilities:

• Be responsible for building and shaping the team to support the anticipated growth within the business
• Develop and drive the KAM / MAM team to achieve their sales goals, whilst deepening and embedding the MEDDPICC sales methodology
• Drive a significant cross-sell number across the team, with a 30% growth metric
• Develop and implement Account plans and strategies in line with the company’s overall vision to drive success across our entire portfolio
• Engage with clients to understand their needs and provide tailored solutions
• Collaborate cross functionally across our teams to provide the best possible solution to our customers
• Identify white space within our key verticals and build relevant plans to drive revenue in these new accounts

What You’ll Get

• A competitive salary that reflects your experience and expertise
• Flexible working options – Work from home, the office, or enjoy a mix of both to fit your lifestyle
• 25 days of annual leave, plus an extra day for your birthday, ensuring you have ample time to recharge
• An inclusive Private Medical Insurance plan, keeping you covered beyond work.
• A comprehensive Dental, Optical, and Hearing care plan, because we care for your wellbeing
• Group Life Insurance – Providing security and peace of mind for you and your loved ones
• Access to Employee Assistance Programmes and resources supporting mental health and wellbeing
• Enhance family policies
• Regular social events and activities