Strategic Account Manager
Birkenhead, WRL, GB
HSB (UK and Ireland) , is a leading specialist provider of engineering, technology and structural warranty insurance solutions, plant and equipment inspection services, and engineering-based risk management activities in the UK and Ireland.
HSB (UK and Ireland) consists of the parent company HSB Engineering Insurance Limited (HSBEIL) together with its two UK subsidiaries, HSB Engineering Inspection Services Limited (HSBEISL); and a regulated MGA, MD Insurance Services Limited (MDIS), which trades as Premier Guarantee or LABC Warranty.
Collectively HSB is the UK and Ireland’s only group of companies solely focused on providing specialist engineering and technology insurance solutions and risk focused inspection services and assessments to its customers.
As Strategic Account Manager, you will lead key strategic partner relationships driving customer satisfaction and revenue growth. You will operate at a senior level with our Strategic Partners up to and including Board level, alongside ensuring that we maintain strong relationships at a regional level with senior regional stakeholders.
Through thoroughly understanding our partners and their business models, and advocating on their behalf, you will work with our internal colleagues to ensure that we deliver what our partners require, providing them with a market leading service. Working with our regional Business Development Managers will be critical to sustain satisfaction and access to our Strategic Partners new business pipeline.
You will lead the effective and timely resolution of customer issues developing longer-term solutions through the appropriate channels and in conjunction with the partner.
You will be measured against sales and business objectives and in your success in proactively identifying and cultivating new accounts. You will collaborate with and support the field sales team, providing guidance on your Strategic Partners to help them deliver their monthly and annual targets.
Your Role
- Develop and maintain strong relationships with key decision-makers within your assigned strategic accounts at both a group and regional level.
- Regularly engage with your strategic partners to understand their business objectives and align our solutions with their strategic goals, developing long-term account strategies that drive mutual success. Collaborate with internal teams to deliver tailored solutions that meet their needs.
- Develop and execute strategic account plans to achieve or exceed revenue targets, ensuring that regular business reviews are undertaken to assess account health and identify opportunities for growth. Identify upsell and cross-sell opportunities to maximise account potential.
- Assist and support members of field sales team to ensure that they achieve or exceed their revenue targets for Strategic Partners.
- Develop and grow new strategic accounts by identifying high-potential opportunities and through providing strategic insight into how to drive successful engagement and develop a meaningful dialogue with potential targets. Ensure these opportunities align with our business objectives and contribute to revenue growth.
- Effectively communicate account status, progress against targets, and potential risks to internal stakeholders using data as basis for your recomendations. Prepare and present account reviews, forecasts, and other relevant reports to management.
- Act as the primary point of contact for your partners, addressing their needs and ensuring they remain satisfied with the services we are providing. Stay updated on industry trends and competitor activities to help inform strategic decisions and support your partners.
- Proactively identify and address any issues or concerns raised by clients and work with internal teams to effectively, and in a timely manner, resolve problems and ensure client satisfaction. Where relevant pro-actively lead initiatives to develop long term solutions.
- Understand and comply with all MDIS processes and procedures and strictly adhere to the Company’s selling practices and methods in accordance with FCA rules.
Your Profile & Experience
- Proven experience (5+ years) in account management, preferably in a strategic or key account role.
- Strong understanding of sales processes and account management best practices and an ability to identify market opportunities.
- Excellent communication, negotiation, and presentation skills and an ability to persuade and influence at senior levels including Board level.
- Ability to develop and execute strategic account plans.
- Proven track record of achieving or exceeding revenue targets.
- Strong problem-solving skills and the ability to think strategically.
- Ability to motivate self and influence others.
- A good understanding of the construction market .
- Ability to utilise and manipulate data.
- Knowledge of FCA Regulations, gained in a similar sales environment.
Qualifications and Educational Requirements:
- Bachelor's degree in Business, Marketing, or a related field or other industry relevant qualifications e.g. ACII or proven experience
Diversity, Equity & Inclusion
At HSB, Diversity, Equity, and Inclusion foster innovation and resilience and enable us to act braver and better. Embracing the power of DEI is at the core of who we are. We recognise diversity can be multi-dimensional, intersectional, and complex, so we want to build a diverse workforce that includes a wide range of racial, ethnic, sexual, and gender identities; economic and geographic backgrounds; physical abilities; ages; life, school, and career experiences; and political, religious, and personal beliefs. Additionally, we are committed to building an equitable and inclusive work environment where this diversity is celebrated, valued, and has equitable opportunities to succeed.
All candidates in consideration for any role can request a reasonable adjustment at any point in our recruitment process. You can request an adjustment by speaking to your Talent Acquisition contact.