Key Account Director

TN United Kingdom; United Kingdom; On-site; GBP 125,000 - 150,000; Full time

Job description

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Are you a bit bored of corporate life and fancy something different? Tired of being shackled to processes which s-l-o-w everything down? Come join the EdTech evolution with us at ParentPay Group where we’re transforming our already successful business - with people who love what they do.
If you’ve earned your (corporate) stripes and want to apply them in a less formal environment, then this will be for you. Life here is less about politics, and more about building a business that is redefining EdTech for the schools and communities we support.
Your entrepreneurial spirit will be celebrated. Your hard work and dedication rewarded. Humour always appreciated.

Role Overview

The Key Account Director, reporting to the Chief Commercial Officer will serve as the accountable lead for defined high value and strategic Public Sector, Payments and Catering customers of ParentPay Group. The role will be directly accountable for commercial engagement with strategically important/high value customer groups with responsibility for commercial extension of relationships, retention, growth and customer satisfaction. You will work closely, in a coordinated manner with the Sales Account Managers to ensure customers derive maximum value from our products and services. You will proactively engage with your customer base to understand and influence their strategy and build need for ParentPay Group (PPG) and associated partner products and services.

You will be required to manage and negotiate the commercial contracts ensuring that PPG governance, terms and conditions and revenue are delivered in line with set targets.

A quota carrying sales management role, you will be required to prepare and deliver effective client presentations, including stakeholders at all levels of the organization up to C-Suite. Deliver weekly, monthly and quarterly status and results presentations to internal and external teams. You will be required to plan for sales achievement within your assigned customer segment - regularly monitoring and reporting on your performance versus commercial goals.

Key Responsibilities

What you’ll be thriving at:

1. Drive customer retention, contract renewals, upsells and satisfaction.
2. Manage the contract life-cycle of your customers and own their renewals, extensions and new contracts.
3. Robust and thorough customer and activity planning.
4. Work closely with in-life management support teams, product management, marketing and others to drive user excellence and product adoption in the customer base, campaign definition and set-up, troubleshooting and growth.
5. Work closely with sales account management teams, Helpdesk and Product development teams to determine root causes for customer success or failure and drive requirements for product or process enhancement and development as needed.
6. Partner with internal cross-functional teams to understand customer goals and key performance metrics and exceed those goals throughout campaigns.
7. Leverage technical tools and quantitative data to manage sales campaigns to success, high customer satisfaction and renewal.
8. Prepare sales campaign insights reporting, including analysis and research.
9. Accurately maintain and develop a pipeline of revenue opportunities and accurately forecast sale conversion according to, and in line with, commercial objectives.
10. Work closely with Finance on billing and invoicing queries.
11. Manage customer activity with CRM tools for maximum efficiency and visibility, with carefully executed follow-up to closure on open issues.
12. Adhere to established processes and workflows as directed.
13. Provide input on new processes and workflows as requested.
14. Focus on ensuring we maintain superior customer service levels, operational excellence and strategic insight.

Skills, Knowledge and Expertise

What you’ll need to have to be successful:

1. Experience of enterprise digital payments.
2. Experience in Commercial Account Management/Business Development with Catering, Payments within the Public Sector.
3. A high degree of proficiency and experience of high value key account management and development.
4. Dynamic personality able to effectively engage and influence a variety of audiences at all levels of a business.
5. Confident communication (written and oral) skills and a demonstrated ability to work collaboratively with all levels of internal and external organizations.
6. A focus on relationships, able to gain trust through communication, expectation setting and completion of planned deliverables.
7. Business acumen, sound decision making, analytical and organizational skills in a fast paced environment; a consultative approach to managing complex client relationships.
8. Good understanding and experience of negotiating, arranging and overseeing the authoring (by legal dept) of appropriate customer contracts.
9. Clear understanding of effective sales methodologies with a demonstrable ability to plan, articulate and execute sales engagements through all phases.
10. Project and program management awareness; knowledge of key concepts including phases, plans, deliverables, scope and tasks.
11. Ability to prioritize multiple responsibilities, balancing client deliverables on multiple projects as well as internal obligations.
12. Passion about business and dissatisfaction with status quo – always thinking of ways to improve/grow assigned customer base.
13. Strong analytical skills.
14. Working knowledge and experience with contracts and contract negotiations.
15. Demonstrated ability to work independently and remain motivated.

ParentPay Group brings together eleven brands that drive development in EdTech. As Europe's largest EdTech provider, we help primary and secondary schools streamline their cashless payments, improve their parent engagement, safely manage meals and securely store their data. Fundamentally, we create time for learning.