Location: East Midlands (home-based, field-based territory)
Reports to: Regional Sales Leader
Working pattern: Full time, permanent
Role Purpose
The Account Manager develops profitable sales across the East Midlands by managing an established customer portfolio and winning new business in the industrial automation and control sector. The role builds trusted customer relationships, identifies commercial and technical needs, and coordinates internal sales and product specialist support to deliver excellent service and sustainable growth.
Key Responsibilities
Territory and Account Management
- Manage and develop sales across an East Midlands territory, typically covering one or two counties.
- Own the territory strategy for an established customer portfolio of approximately 70 accounts with combined annual spend of around £2 million.
- Plan and prioritise customer activity to protect existing business, increase share of wallet and deliver ambitious sales targets.
Business Development and Customer Relationships
- Identify and convert new business opportunities through marketing leads, networking and detailed knowledge of the territory.
- Visit customers regularly—normally four days each week—to understand their operations, needs and future plans.
- Build long-lasting relationships with contacts at different organisational levels and become a trusted commercial adviser.
Solution Selling and Resource Coordination
- Position commercially attractive and technically beneficial automation and control solutions for customers ranging from small and medium-sized enterprises to blue-chip organisations.
- Identify customer needs, respond confidently to objections and recommend products and services that meet or exceed expectations.
- Coordinate internal sales and product specialist support, including joint customer visits, to deliver excellent service and an appropriate return on time invested.
Development and Team Contribution
- Work closely with the Leeds-based internal sales team and experienced product specialists to support customer orders and develop new opportunities.
- Share customer and market insight with colleagues, coordinate activity effectively and contribute to team capability and knowledge sharing.
- Take ownership of personal development and contribute to performance evaluation in line with Routeco’s core competencies and learning and development framework.
- Undertake additional tasks that support departmental, project or development objectives.
- Promote a culture of Professionalism, Agility, Collaboration and Excellence.
Health, Safety and Compliance
- Comply with Routeco’s health and safety policies, procedures and safe systems of work.
- Plan travel and customer visits responsibly, following company driving, lone-working and site-access requirements.
- Maintain accurate customer, opportunity and sales activity records in the relevant company systems.
- Conduct all customer correspondence and commercial activity professionally, ethically and with integrity.
- Report hazards, incidents and compliance concerns promptly through the appropriate channels.
Skills, Knowledge and Experience
- Demonstrable experience of new business development and working towards ambitious sales targets.
- Strong customer relationship, consultative selling and commercial skills, with the confidence to handle objections and new situations.
- Ability to work independently, organise a field-based territory and coordinate resources effectively.
- Tenacity, resilience, drive to succeed and flexibility in meeting customer expectations.
- Clear and professional written and verbal communication skills, with the ability to engage a diverse range of roles and seniority levels.
- Curiosity and willingness to develop technical knowledge and understand how products and customer applications work.
- GCSEs, or equivalent, in Mathematics and English.
- Knowledge of control and automation, or other technical solutions gained in a sales environment, is desirable; training will be provided.
Key Behaviours and Values
- Professionalism: represents Routeco with credibility, integrity and a strong customer focus.
- Agility: adapts to customer needs, changing priorities and market opportunities.
- Collaboration: works effectively with colleagues, customers and suppliers to deliver the best outcome.
- Excellence: takes ownership of performance, follows through on commitments and looks for ways to continuously improve.
This is a home-based, field sales role covering the East Midlands. The Account Manager is expected to spend approximately four days per week visiting customers, with regular travel throughout the assigned territory. The role works closely with the internal sales team in Leeds and product specialists who may accompany customer visits when additional technical knowledge is required.
Additional Role-Specific Requirements
A full driving licence and the ability to travel regularly across the East Midlands are required. The role holder must be able to work flexibly to meet customer needs and manage their diary independently.
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