Job Description

Why BT?

We\'ve always been an organisation with purpose; to use the power of communications to make a better world. You can trace this back to our beginning as pioneers of the world\'s first telecommunications company. At our heart we\'re a technology company with research and innovation in our bones and a desire to be personal, simple, and brilliant for our customers - those are the values we live by whilst also creating an inclusive working environment where people from all backgrounds can succeed.

Our pursuit of progress over the past 180 years has established BT as a strong, successful brand, with huge scale capable of achieving great things. From supporting emergency services, hospitals, banks and keeping economies around the world online, safe, and secure, to delivering large scale technology infrastructure like the creation of BT Sport.

Today in this fast changing, always on, digital world our purpose remains true. Yet the market conditions, regulation, and competition we face are tougher than ever before. So if you have the drive, optimism and resilience to help propel us forward we\'ll offer unrivalled personal development, a wealth of opportunities to learn, experience new things and pursue new careers. If that\'s you and what you\'re looking for, we\'d love you to be part of our future.

Why Business?

With over 175 years of heritage, BT is now the flagship business brand of BT Group. We\'ve brought together our best people and capabilities into a B2B powerhouse serving 1.2 million business customers internationally.

We\'re a global leader for secure connectivity and collaboration platforms for businesses of all shapes and sizes, from big household names and government departments, right through to sole traders and new start-ups. But it\'s not just the technology that matters, it\'s what it can do to help them build stronger, smarter, more secure businesses.

We value diversity and inclusion and believe in making a positive impact. We connect for good by championing digital inclusion and equipping people, businesses, and communities with digital skills to thrive.

As a member of our team, you will be part of an organisation that celebrates difference, fosters innovation and provides you with opportunities to be your best. With millions of businesses relying on us daily, joining BT means you can be part of a diverse and multi-skilled team that makes a significant impact to society.

Why this job matters?

The role holder manages and leads a team of Account/Sales Managers and is responsible for all sales activities across acquisitions and large stable accounts linked to revenue growth and improved profitability in the direct and indirect markets with the BT portfolio.

Acquiring new customers, partners and growing into new areas of existing customers, whilst setting the strategic sales direction for the region is critical for this role. This role will support the drive for revenue and EBITDA growth in the region by establishing a consistent growth in the market and ensure strong customer satisfaction is achieved.

Accountabilities

• Actively build and manage senior client relationships to secure new sales and ensure long term profitable business along with strong customer satisfaction.
• Manages and optimizes a sales team which delivers i) acquisition sales & ii) substantial new sales growth.
• Selling the full range of Global portfolio in the direct and indirect markets. Ensures sales records are current and accurate in Salesforce to meet targets and objectivies.
• Accountable for P&L performance by selling new and additional business generating profitable revenue growth.
• Work with partners to support the growth agenda and sales numbers.
• Identify new acquisition accounts to provide sustainable growth
• Creates a strategy and vision for growing the region in the direct and indirect markets and executes that strategy.
• Owns \'Win New Business\' budgets required to deliver Incremental Contract value/Incremental Contract Gross Margin ambitions.
• Coach the team to improve their sales skills as well as provide specific deal advice to improve the win rate of the team.

Key decisions

• Account revenue, GM and ICV targets
• Customer sales strategy
• Pursuit of profitable account opportunities
• Customer relationship management and profitability
• Escalation point for customers
• Commercial and ethical risk management
• Account team people strategy, talent management and leadership
• Liaison with Business Management and Commercial organisation to ensure best resources are aligned to Accounts / Bids
• Liaison with Desk based account management where they are managing the day to day interface with the account

Skills required for the job

• Customer relationship management up to CX / board level
• Sales growth across multiple accounts in different phases of their journey with BT.
• P&L management
• Global business experience
• Strong commercial acumen
• Ability to articulate technical and complex business issues and work with senior level customers and BT executives.
• Strong sales management/relevant sales and sales management experience: client engagement, pipeline building, opportunity qualification, deal management, business case generation, deal closure & handover
• Excellent influencing and commercial skills
• Working in a matrixed environment managing virtual teams of experts
• Ability to coach senior sales individuals.

Experience expected to have

• Strong experience with relationship management and direct sales - MANDATORY
• Track record of success in building relationship at CX level/senior manager/exec level - MANDATORY
• Has delivered or exceeded sales targets in major enterprise accounts, groupings of accounts and acquisition of new customers - MANDATORY.
• Developed and executed successful account plans to deliver business unit sales targets - MANDATORY.
• Creative thinking and solutions to complex business problems including across geographies and cultures - PREFERRED.
• Experience in coaching teams to outperform and creating succession plans. - MANDATORY
• Experience in driving Digital innovation into relevant industry customers - PREFERRED.

With over 175 years of heritage, BT is now the flagship business brand of BT Group. We\'ve brought together our best people and capabilities into a B2B powerhouse serving 1.2 million business customers internationally.

We\'re a global leader for secure connectivity and collaboration platforms for businesses of all shapes and sizes, from big household names and government departments, right through to sole traders and new start-ups. But it\'s not just the technology that matters, it\'s what it can do to help them build stronger, smarter, more secure businesses.

We value diversity and inclusion and believe in making a positive impact. We connect for good by championing digital inclusion and equipping people, businesses, and communities with digital skills to thrive.

As a member of our team, you will be part of an organisation that celebrates difference, fosters innovation and provides you with opportunities to be your best. With millions of businesses relying on us daily, joining BT means you can be part of a diverse and multi-skilled team that makes a significant impact to society.

A FEW POINTS TO NOTE:

Although these roles are listed as full-time, if you\'re a job share partnership, work reduced hours, or any other way of working flexibly, please still get in touch.

DON\'T MEET EVERY SINGLE REQUIREMENT?

Studies have shown that women and people who are disabled, LGBTQ+, neurodiverse or from ethnic minority backgrounds are less likely to apply for jobs unless they meet every single qualification and criteria. We\'re committed to building a diverse, inclusive, and authentic workplace where everyone can be their best, so if you\'re excited about this role but your past experience doesn\'t align perfectly with every requirement on the , please apply anyway - you may just be the right candidate for this or other roles in our wider team.

BT