JOB DESCRIPTION

Version
No:

Role title:

Corporate Account Manager -PS

Reports to:

Business Manager, Retention - PS

Function: Business Sales

GGS:

GGS12

Location:

Organisation
structure &
department
profile:

The Business Sales directorate is responsible for acquisition, retention and growth
activity within the 50+ employee segment of B2B. The directorate comprises
c300 home & office based sales professionals, and this role will focus on the
retention & growth activities within a defined area of private sector, through field
based direct sales activity. The Corporate sales teams focus solely on the Orange
brand for new business acquisition and their portfolio includes voice, data,
broadband, landline and partner solutions i.e. a converged business portfolio. The
Corporate retention teams manage customers on both the Orange and T-mobile
brands.

Role purpose:

Key
Responsibilities &
Accountabilities:
(In priority order)

Key Challenges:
(in priority order)

People

Home based

To profitably retain, develop and grow a portfolio of existing customer

accounts in a defined corporate customer territory.
Achieve/exceed business targets, expressed in terms of revenue, profit ,volume
and customer satisfaction
Continuously develop your growth pipeline to ensure 5 times target cover as a
minimum at all times
Creation of a account/win plan for all re-sign and growth opportunities,
demonstrating your own required actions and effective engagement of your
virtual team, and ensuring your win ratio is at or above team average
Develop effective, multi layer relationships with customers, demonstrating
your knowledge of their business and their decision making process
Conduct customer meetings and dialogue which supports your retention and
growth campaign, fronting all commercial & contractual activity, and
accurately record all sales activity on the central CRM system
Operate within published commercial and contractual guidelines, making
effective use of escalation routes
Act as an ambassador for Everything Everywhere both in the external market
and within internal stakeholders, demonstrating best in class sales behaviour
and delivery excellent customer experience results
Comply with all elements of the corporate sales charter, and with all company
policies and procedures
Take responsibility for your own personal development and agree development
plans with your line manager, to ensure you are fully conversant with the whole
portfolio and can sell a value proposition
Retention of customer base against aggressive market competition,
maximising the Everything Everywhere story
Translation of account plans into actionable steps for self and virtual team
Creating and selling the value proposition to achieve profitable new business
making the transition from volume to value to profit
Extension of the portfolio from voice and data to a fully converged solutions
set
Agreeing suitable migration path to the Orange brand for T-Mobile customers
Manages people?
If yes, direct or virtual (project)?

no

Management:

Responsible for:
allocation of work (task based)
setting direction (objective based)
performance management
recruitment
absence management
No of direct reports:
Overall team size (headcount):

no
no
no
no
no
n/a
n/a

People
Management
comments:
Financial:

Cost centre manager

OPEX responsibility
CAPEX responsibility
P&L responsibility

Financial Impact
comments:

Deal creation needs to maximise profit so indirectly impacts opex & P&L.

Key
Relationships:

within own directorate:

Sales manager, Head of Public Sector, Sales Director
Strategic, influencing, negotiating
Representing key customer issues and deals to managers and director for
evaluation & approval
Acquisition teams peers within sales directorate(s)
Strategic, influencing, negotiating
Working together to achieve customer experience, acquisition to in life
handover
across other directorates:
Service director/heads/team managers
Strategic, influencing, negotiating
Represent customer issues & agreeing resolution, engage as part of virtual
team within account plan
Finance director/heads/managers & Legal director/heads/managers
Strategic, influencing, negotiating
Represent customer issues & agreeing resolution, engage as part of virtual
team within account plan
Networks & IT directors/heads/manager
Strategic, influencing, negotiating
Represent customer issues & agreeing resolution, engage as part of virtual
team within account plan
Marketing & Product directors/heads/managers
Strategic, influencing, negotiating
Represent customer issues/request, engage as part of virtual team within
account plan
Sales & marketing operations director/heads/managers
Strategic, influencing, negotiating
Represent customer issues & agreeing resolution, engage as part of virtual
team within account plan

(level, nature &

purpose)

no

external suppliers:
3rd party partners e.g. solutions providers, device manufacturers, industry bodies
e.g, Buying Solutions for PS

 Strategic, influencing, negotiating

Represent customers, championing EE in wider market place
external customers:
Customer meetings
Strategic, influencing, negotiating
Face to face, telephone and email dialogue with prospects throughout the sales
cycle through to successful implementation

Other key relationship comments:

EE values

Be Bold
Be Clear
Be Brilliant
professional / technical professional qualifications or equivalent; technical skills

must have:

nice to have:
Critical
Knowledge &
Experience (non
time related):

Proven experience and success in direct sales,

generating growth and minimising churn in
IT/Telecommunications or a business to business
corporate market place
Proven ability to develop and maintain an effective
network of contacts and build relationships at all
levels of the customer/prospect organisation
Highly effective written and verbal communication

business / context
internal company knowledge (policies; procedures; strategies); industry
background; knowledge of external market
In depth knowledge of Orange & Tmobile B2B
propositions, processes and systems
In depth knowledge of the IT/Telecommunications
industry and buying processes
Ability to articulate winning account plans and
must have:
translate into tangible sales activities, successfully
engaging virtual teams
Commercial acumen which enables achievement of
profitable growth and retention results
Knowledge of Public Sector
nice to have:

Skills and
knowledge:

Commercial acumen
Drive for achievement / results oriented
Customer focus
Self motivated
Can do, positive attitude
Influence & persuasion
Virtual team working

Everything
Everywhere
behaviours

Optimistic We believe all things are possible. We look on the bright side
Curious We are thirsty for knowledge & experience
Dynamic We have boundless energy. We deliver results. We change things for
the better
Inclusive We are one team. We take people with us on the journey
Natural We are ourselves. real & genuine we bring our best self to work