Sales Account Manager

Role Outline

The Sales Account Manager is responsible for managing, developing and growing a portfolio of customer accounts to maximise revenue, profitability and customer retention. The role focuses on building strong, long-term customer relationships, identifying new sales opportunities, and ensuring customers receive an exceptional level of service.

Working closely with internal teams, the Sales Account Manager will proactively manage customer performance, develop account growth plans, identify opportunities for cross-selling and upselling, and contribute to the achievement of business sales objectives. The role requires a commercially focused individual with excellent communication, relationship management and negotiation skills.

Responsibilities

Account Management & Customer Relationships

• Develop and maintain strong relationships with existing customers, acting as the primary point of contact for all account-related matters.
• Build trusted relationships with key decision-makers and stakeholders within customer organisations.
• Conduct regular customer reviews to understand business needs, identify opportunities and address any concerns.
• Ensure a consistently high level of customer satisfaction through proactive account management and responsive service.
• Manage customer expectations and resolve issues effectively, escalating where appropriate.

Sales Growth & Business Development

• Grow sales revenue and profitability across a designated customer portfolio.
• Identify opportunities for upselling, cross-selling and product range expansion.
• Develop and implement account development plans to maximise customer spend and long-term value.
• Reactivate dormant accounts and recover lost business where opportunities exist.
• Prospect and develop new business opportunities within agreed market sectors.
• Support the achievement of team and organisational sales targets through proactive customer engagement.
• Maintain an active pipeline of opportunities and progress them through to successful conversion.

Commercial Management

• Monitor and analyse sales performance, customer spend and profitability.
• Produce accurate sales forecasts and account plans.
• Negotiate pricing, terms and commercial agreements within authorised limits.
• Ensure all customer activity supports business profitability objectives.
• Identify and manage potential commercial risks within customer accounts.

Customer Service & Operational Support

• Work collaboratively with Customer Services, Operations, Supply Chain, Marketing and Finance teams to ensure customer requirements are met.
• Coordinate customer orders, quotations and enquiries as required.
• Ensure customer issues are managed efficiently and resolved in a timely manner.
• Communicate effectively with internal stakeholders to provide updates on customer requirements and priorities.

Market Intelligence & Continuous Improvement

• Monitor market trends, competitor activities and customer developments with support from the Category Management Team.
• Gather and share customer feedback to support business improvement initiatives.
• Identify opportunities to improve processes, service delivery and customer experience.
• Contribute ideas and recommendations that support business growth and operational efficiency.

Reporting & Administration

• Maintain accurate customer records, sales forecasts and activity logs within company CRM systems.
• Produce regular sales and account performance reports.
• Ensure all documentation, quotations and customer communications are completed accurately and professionally.
• Adhere to company policies, procedures and quality standards.
• Undertake any other duties reasonably required by the business.

Skills Required 

Commercial & Sales Skills

• Strong sales, negotiation and influencing skills.
• Proven ability to identify and develop sales opportunities.
• Ability to build profitable and sustainable customer relationships.
• Commercial awareness with a focus on revenue growth and profitability.
• Strong business development and account planning capabilities.
  

Communication & Relationship Building

• Excellent verbal and written communication skills.
• Ability to build credibility and rapport with customers at all levels.
• Strong presentation and customer engagement skills.
• Professional and customer-focused approach.

Analytical & Organisational Skills

• Ability to analyse sales data and identify trends and opportunities.
• Strong planning, organisation and time management skills.
• Ability to manage multiple priorities effectively.
• High attention to detail and accuracy.

Personal Attributes

• Self-motivated and results driven.
• Positive, proactive and resilient attitude.
• Strong problem-solving and decision-making skills.
• Ability to work independently and as part of a team.
• Adaptable and responsive within a fast-paced environment.
• Demonstrates accountability and ownership for achieving objectives.