Head of Account Management (Maternity Cover)

at  Vuelio

COMPANY OVERVIEW

Pulsar Group Plc is a tech innovator, delivering high quality SaaS products that address the fundamental business needs of clients in the marketing and communications industries. We combine AI technologies with human expertise to analyse data and create insights to understand what has impact on an organisation and their key audiences – from customers to stakeholders, politicians to influencers and the media.
The evolving Pulsar Group portfolio includes Isentia, the market-leading media monitoring, intelligence and insights solution provider; Pulsar, the most advanced audience intelligence and social listening platform; Vuelio, which provides monitoring, insight, engagement and evaluation tools for politics, editorial and social media in one place; and ResponseSource, the network that connects journalists and influencers to the PR and communications industry.
Pulsar Group is an AIM-listed SaaS provider with over 1,000 employees across 10 countries. Our technology is used by 6,000 organisations every day, from global blue-chip enterprises and communications agencies to public sector organisations and not-for-profits.

REQUIREMENTS

The “Maternity Cover - Head of Account Management for Not for Profit & Brands” is a temporary role responsible for the performance and success of two of our specific sector teams spanning Retention and Growth. The person will be responsible for directly managing two teams of Account Managers to drive renewals and upsell as well as optimising performance through other key performance indicators. The person in this role will establish collaborative approaches across the team in an effort to drive consistency with regards to knowledge, process and skill and they should take a data driven approach to ensure we’re developing new strategies, focusing efforts in the right areas and on the right type of accounts.
The ideal candidate will be a dynamic and energetic individual with hands-on Sales leadership experience within existing accounts, with the ambition to further broaden their skillset. This person will be passionate, creative, target driven and incredibly focused on determining how to achieve the best customer journey from start to finish. They will also be deeply curious and have a problem solving mentality to ensure the team is well placed to overcome blockers and challenges. In terms of their management style they should be decisive and assertive but also KPI and data-driven in terms of decision-making to support effective time allocation.
This role is a Maternity cover position for 12 months with the potential to extend and become a permanent team member if the growth strategy of the company is achieved.

DAY TO DAY RESPONSIBILITIES & GENERAL TEAM MANAGEMENT

• Establish and maintain ‘tiering’ within the teams to ensure the right accounts are allocated to the right Reps based on experience and skill
• Responsibility for the day to day performance of the team - ensure team monthly, quarterly and annual sales and retentions targets and KPIs are met / exceeded
• Hire, mentor and develop your team, providing ongoing training and professional development opportunities to ensure continual succession planning and rising star promotions. Work with your team to identify gaps in staff competencies and create plans to fill gaps (through 1-2-1s, roleplays, stretch goals, mentoring and OJT)
• Ensure there’s a focus on the roles of senior team members / team leads, allow them to take on more responsibility and demonstrate creative thinking to link a Rep’s career ambitious with internal projects and initiatives
• Help define the key value propositions that we take to market and ensure exceptional presentational standards across all staff
• Partner with Marketing, Professional Services and Product Development functions to maximise value from continuous improvements in our products and services
• Ensure the pod have the correct / best resources to tailor their pitches accordingly (sales materials, demo sites, content)
• Establish the right processes to ensure a consistent standard in written communications across the pod
• Exploit our current CRM in order to build high quality data, which provides strong go-to-market insights, supports excellent customer service and enables us to maximise value from existing customers
• Be a champion of Vuelio’s commercial reporting systems and ensure the accuracy and integrity of sales and retentions reporting formats for the senior management team (includes delivery of weekly and monthly reports including data-driven analysis of performance to KPIs)
• Continual interpreting and analysing of data to review past performance and identify opportunities and risks over the short, medium and long term
• Feed forward relevant competitive intelligence to benefit both commercial delivery and product development
• Support and mentor the team in complex, high(er) value multi-product sales & renewals (which can include tenders that may require extensive customisation as well as legal, infosec and escalations or credit control issues)
• Attend, events and exhibitions for networking purposes