Strategic Account Manager - Government

at  COS

An exciting opportunity exists to join one of Australia’s high growth private businesses. COS is a family owned and run Aussie business made up of a community of like-minded people working towards a common goal. Our purpose is to keep Australian workers healthy and productive. Why? So we can deliver on our pledge to donate one million dollars annually to everyday Australians through the Lyone Foundation.

MORE ABOUT WHAT YOU’LL DO

Reporting to the National Sales Manager – Government, this role will manage a portfolio of our key head agreements within the Government Division. You will develop key relationships across all stakeholders within these head agreements as well as any influencing bodies. This will include relationships across key stakeholders and financials in both revenue and profit.
You will be driving outcomes that then cascade across the Government Segment. With added engagement with the Government Sales Manager, you will ensure the outcomes of these activities cascade and achieve end-to-end outcomes of its customer accounts.
The role will drive a strategic partnership approach to account planning for its portfolio, and is accountable for building senior relationships, retaining existing revenue by closing contract renewals, and driving sustainable growth by extending revenue across current categories and identifying opportunities for additional categories in complex client solutions.

Key responsibilities include:

• Develop and implement customer-centric strategic partnership plans to effectively prioritise sales effort, protect existing revenue, and ensure a deliberate approach to maximising revenue growth delivered through head agreements
• Manage head agreement relationships by leading regularly planned sales calls with senior level stakeholders to explore pain points and deliver on the best customer experience
• Engage with head agreements on key retention activities through the full lifecycle of the contract, including renewing existing contracts, conducting price reviews, and reviewing spend profiles to optimise range and category compliance
• Identify and qualify opportunities within agreements to further aggregate sales under the COS model, drawing on National Government Sales Manager, National Account Directors, and Internal Category Specialists as required to build, propose and close these new business contracts
• Deliver a seamless customer experience by coordinating engagement and interaction between the customer and the COS team of specialists and senior leadership team, including Service, Sales, Category and Implementation
• Document all sales and account management activity in CRM to enrich the models we operate into surface quality data to develop appropriate improvement strategies and initiative

To be considered for this role you will display the following attributes:

• Extensive experience designing and implementing account management strategies for a portfolio of large business customers with a strong track record of meeting and exceeding sales targets
• Significant experience selling B2B solutions to large business customers including identifying, qualifying, proposing and closing sales opportunities. With strong negotiation skills
• Understanding of Government at Federal, State and Local levels to effectively navigate through Government processes to influence change and driver outcomes
• Deep industry expertise in one or more client industry verticals
• Sales discipline knowledge including sales techniques, account planning, opportunity planning and reporting
• Contract management knowledge, to effectively manage head agreements, understand deliverables, deadlines, contract terms and conditions while ensuring customer satisfaction
• Extensive experience building long-term trusted advisor relationships with Senior Executive stakeholders (internal and external) and the ability to influence these stakeholders
• Strong writing and communication skills, to communicate to both external and internal customers
• Ability and willingness to travel and be in locations for prolonged period