Commercial Senior Account Manager

Job Details

About the role

As a Commercial Senior Account Manager you’ll report to the Director of Account Management and will work with a dedicated number of our Mid-Market customers to increase our brand awareness through the portfolio of services that we deliver.

You’ll be accountable for ensuring that your customers understand the Zellis service offerings available whilst increasing revenue. You’ll develop your account strategy and sales plan to secure the service renewals and increase sales revenue in line with sales targets. You’ll build deep, long-term relationships with the customers and internally within Zellis. As a Senior Account Manager, you’ll be expected to be an exemplary performer and viewed by your team members and business stakeholders accordingly.
The role is highly focused on cross-sell, so you’ll need a good track record of selling additional services to your customer base. You’ll have a new sales mindset, and be able to deliver cross-sell targets alongside experience and delivery of account management.

Working with our experts in Managed Service, Pre-Sales, Commercial, Implementation and Support, you’ll build a plan aligned to your customers that meets the Zellis business requirements and strategy of the customers for mutual success. In this role it is key that you maintain an understanding of competitive activity in the HCM and Managed Service market. Our teams are not only knowledgeable about the services we provide but we’re also passionate about delivering the right outcomes for our customers whilst ensuring compliance.

Key responsibilities include:

Exceeding sales targets by driving renewals, upsell and expansion opportunities in the Zellis customer base.
Owning and managing the end–to-end sales process to deliver against a range of performance metrics.
Engaging with appropriate resources during the sales process including Managed Service, Zellis leadership, Pre-Sales, Commercial, Implementation and Support.
Developing a strategy and sales plan for the designated accounts / territory and executing upon it.
Engaging customers by positioning the Zellis portfolio of services and solutions, stimulating the customer by leading with Zellis experience, value discovery cases, references and insight from the marketplace, including analysts and other influencers.
Generating and following up on leads through the engagement process.
Creating and progressing a sales pipeline to meet sales objectives.
Accurately forecasting monthly and quarterly revenue.
Maintaining an understanding of the Zellis strategic direction and interpreting its relevance to the accounts / territory.
Maintaining an awareness of our current and future roadmap of solutions and services.
Maintaining an understanding of competitive activity within the accounts / territory.
Supporting the transition of customers to migrate to new services aligned with lines of business such as Customer Success, Managed Service and Implementation.
Leading bids and RFx responses with support of the Bid team.
Building and maintaining effective relationships with other Zellis lines of business to ensure resources are made available as and when required.

Skills & experience

A proven track record of sales achievement selling HR, Payroll or Managed Services against targets.
A proven track record of sales achievement of cross-sell and up-sell across your customer base.
Demonstrable delivery of continuous service improvement.
Excellent proposal writing skills – customer outcome focused.
Experience of ‘value selling.’
Negotiation skills (i.e. contracts, cost proposals. etc); high level of commercial awareness.
Credibility at all levels and evidence of building strong relationships internally and with the customer community.
Positive attitude and energy.
Excellent all-round communication skills.
Capacity to understand our solutions, service and the benefits they can deliver to clients.
Strong organisation and planning skills, with effective time management.
Driving licence with ability to travel to client locations (working outside normal business hours and overnight stays from time to time).

Benefits & culture

At Zellis we create market-leading HR & Payroll products and services, to power exceptional employee experiences so that you and your people do better. Our multi-award-winning products pay over five million employees a year, with almost half (42%) of the FTSE 100, 50% of the top retailers and 30% of the top universities in the UK & Ireland as customers, making us the largest provider of Payroll and HR software and managed services.

Our vision is to be the clear leader in pay, reward, analytics, and people experiences. We’re passionate about creating an environment where people want to join, belong to, and be part of a progressive organisation. Our values, which were defined with input from all of our 2,000 colleagues, we live and breathe every day:

Unstoppable together.
Always learning.
Make it count.
Think scale.

Our people are critical to our ongoing success; we’re proud of our inclusive culture that gives you the platform to grow, challenge the status quo and play a crucial role in further enhancing our market position as the leading provider of HR & Payroll software and services. With Zellis you’ll have the chance to stretch and challenge yourself in an environment that’s varied, flexible and hugely supportive.

We also love to reward and recognise our brilliant colleagues. As part of your benefits package, you’ll receive:

A competitive base salary, plus cash car allowance and commission.
25 days annual leave, plus your birthday off and the opportunity to buy additional holiday.
Private medical insurance.
Life assurance 4x salary.
Enhanced pension scheme with company contributions up to 8.5%.
A huge range of additional flexible benefits across financial & personal wellbeing, lifestyle & leisure.