My client is looking for an ambitious and commercially minded AV Account Manager to join their team and take ownership of a portfolio of existing client accounts, whilst actively identifying and developing new business opportunities.
This is a relationship-led role, with a strong focus on retaining, developing and growing existing accounts through an understanding of their clients’ businesses, their AV requirements.
Key Responsibilities
Own and develop a portfolio of existing AV clients, building strong, long-term commercial relationships.
Become a trusted advisor to clients, understanding their businesses, objectives, challenges and future AV requirements.
Proactively identify opportunities to grow revenue and share of wallet across existing accounts.
Identify opportunities for additional services, upgrades, projects and recurring revenue.
Regularly review client accounts and develop account plans focused on retention, growth and relationship development.
Maintain regular contact with key stakeholders and build relationships at multiple levels within client organisations.
Lead account reviews and commercial conversations, ensuring clients understand the full range of services we can offer.
Work closely with internal teams to ensure projects and services are delivered to a high standard.
Monitor client satisfaction and proactively address any issues or concerns before they impact the relationship.
Negotiate commercial proposals, pricing and contracts where required.
New Business Development
Maintain an active new business pipeline alongside existing account responsibilities.
Identify and qualify new business opportunities through networking, referrals, market knowledge, inbound enquiries and proactive prospecting.
Research target organisations and identify relevant decision-makers and influencers.
Develop relationships with prospective clients and understand their AV requirements.
Prepare and deliver compelling proposals, presentations and commercial solutions.
Manage opportunities through the full sales cycle, from initial conversation through to close.
Look for opportunities to introduce our services into new departments, locations or business units within existing clients.
Develop a strong network of contacts across the corporate, events, workplace and AV sector
You will ideally have:
Experience in account management, sales or business development within the AV, events, technology, IT or related industry.
A proven ability to manage and grow existing client accounts.
Experience of identifying and converting new business opportunities.
Strong relationship-building and stakeholder management skills.
Excellent communication, presentation and negotiation skills.
A commercial mindset with an understanding of revenue, margin and pipeline management.
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