Account Development Representative

• Management of the account portfolio: development of clients, detection of opportunities, removal of barriers, client relationships, and presentation of our value proposition, services, and/or products.
• Deliver established KPIs following the commercial strategy set by the company.
• Teamwork with the Key Account Manager (KAM): establishing an account plan and developing it appropriately to achieve and surpass the set objectives.
• Client qualification: understanding the client's needs and purchase potential for RS, establishing sales forecasts.
• Planning of commercial activities according to the established account plan. Corrective actions if necessary.
• Commercial calls with clear objectives and results.
• Follow up of opportunities identified and qualified by the Sales Development Team and self-generated leads from existing portfolios / wider territory accounts.
• Negotiation of opportunities (projects, tenders, offers, contracts, products on demand, etc). Win-to-win negotiation following the company's rules and recommendations and considering the KPIs (margin and/or profit).
• Analysis, review, and monitoring of the account plan, corrective actions if necessary.
• Updating the client database. Error detection.
• Use of RS systems and tools.
• Creating and targeting revenue potential within your districts and regions.
• To maximize margin opportunities whilst demonstrating value for money.
• Creating and nurturing professional working partnerships with both field-based stakeholders & corporate stakeholders.
• Creating and executing a detailed understanding of the customers, markets, strategic suppliers & competitors.
• Collaborating with other departments and creating effective relationships with stakeholders to drive revenue, growth and customer satisfaction.
• To maintain service level agreements across all customer contact channels throughout operating hours.
• Broadening account network of contacts in target personas.
• Identification and validation of relevant customer spend potential.
• Discovery of customer procurement, inventory management and maintenance challenges and process.

• Customer and results orientation.
• Effective planning and management of the commercial process and related actions.
• Effective communication, especially through phone and video calls.
• Negotiation.
• Analytical skills.
• Detection and generation of opportunities.
• Knowledge of Office (Word, Excel, PowerPoint, Teams).
• Effective teamwork.
• Flexibility and resilience.
• Salesforce experience.
• Awareness and understanding of the implications of contract terms and conditions.
• Proven experience of stakeholder management and the ability to manage and influence.
• Proactive & highly motivated with a proven record of achieving targets/objectives.
• Experience in developing customer relationships to drive sales growth.
• Self-starter with high level of enthusiasm for their role.
• A willingness to embrace change.

RS Group plc