Job purpose:

As a Technical Account Manager (TAM), you'll oversee a major global blue-chip account within the food and beverage industry. Your role involves fortifying and expanding long-standing customer relationships. Within Orderly, renowned for its exceptionally high client retention rates and remarkable CSAT scores, your primary responsibility will revolve around nurturing the account towards our dual objectives: advancing environmental sustainability and driving revenue growth for our esteemed client.

Account management: Manage and lead the oversight of the existing client account, focusing on ensuring their utmost satisfaction while actively identifying opportunities for upselling or cross-selling our array of products and services. Your role as a Technical Account Manager (TAM) encompasses not only maintaining client contentment but also strategically recognising avenues to expand our offerings within their operational framework.

Sales and revenue generation: Responsible for meeting sales targets and driving revenue growth within the assigned account. Responsible for meeting targets for driving carbon reduction within our customers. This involves identifying new business opportunities, pitching products or services, and closing deals.

Strategic planning: Collaborate with clients to understand their business objectives and develop strategic account plans. Awareness of market trends, competitor activities, competitor products, and customer feedback to identify opportunities for account growth and develop strategies accordingly.

Main duties:

• Oversee the management of an existing client account: Ensure client satisfaction, identify upselling or cross-selling opportunities, and provide technical expertise to optimise product/service utilisation. Collaborate with technical customers and internal contacts for in-depth technical discussions and planning to align solutions with client needs.

• Responsible for meeting sales targets and driving revenue growth: Achieve targets for sales while also focusing on reducing carbon footprint within customer operations. Identify new business prospects, pitch products/services, and close deals, aligning business success with environmental sustainability.

• Collaborate with the client to understand business objectives and develop strategic account plans with the CRO: Utilise technical expertise to align product/service offerings with client objectives. Stay updated on market trends, competitor activities, and customer feedback to identify opportunities for account growth and develop strategies accordingly.

• Build and maintain strong relationships with key stakeholders: Engage regularly with key stakeholders, ensuring a comprehensive understanding of their needs and aligning technical solutions accordingly.

• Regular on-site presence in their Bradford UK head office and international travel to client sites: Provide direct, on-site technical support and consultation, ensuring seamless integration and utilisation of services. Understand the client's environment and provide personalised solutions.

• Qualifying and understanding all opportunities effectively: Assess and qualify opportunities based on technical and business parameters, ensuring a strategic fit with client requirements.

• Maintaining customer risk log, and guarding existing revenue: Mitigate risks associated with the client account, safeguarding existing revenue streams while exploring avenues for growth.

• Up-selling to existing customers on-site to find additional opportunities: Identify and capitalise on on-site opportunities, presenting additional services/products aligned with client needs.

• Have an understanding of the customer buying process and overcoming objections: Navigate through the customer buying process, addressing objections by providing technical insights and tailored solutions.

• Maintaining up-to-date records on the company's CRM system: Ensure accurate and detailed records on client interactions and account progress for effective tracking and future planning.

Additional duties:

• Assistance with support escalations, VBRs and QBRs

• Assistance with the product roadmap and ownership of the Account Plan

• Assistance with Functional Specs, SoWs and Contract Creation and Management

• Champion IT security throughout the products and technical teams

• Live and breathe our B-Corp values, and promote them throughout the company and your account

Requirements:

You will be an exceptional candidate, with a proven track record in a similar role. In particular, we are looking for experience in the following areas:

• Confident verbal and written communication

• Experience in technical sales (SaaS) within a B2B environment

• A technical understanding of integrations, web performance, security, user journey and resilience in enterprise software environments

• Self-motivated and target-orientated

• Appreciation of selling globally, with an understanding and respect for other cultures

• Excellent negotiation skills

• Confident/resilient

• Professional/consultative style

• Commercial acumen

• Logical thinker

• Demonstrable track record of sales success in a similar area

• Ability to influence others

It would be great if you also had the following;

• Sales experience in ideally software or retail

• Experience of using a CRM system

• Consultative Selling Methodology (Miller Heiman, SPIN Selling)

• Have a natural drive to succeed - Orderly want to achieve great things

• Have a self-starter attitude, nothing is given and in this role, you will need to be determined, motivated, be able to use initiative

• Must be able to demonstrate a consultative/solution sales-led approach, with the ability to listen, understand and provide solutions that are mutually beneficial to both parties

• Able to work both individually but also as part of a team

• Willing and able to travel nationally and Internationally

Inclusivity statement

At Orderly, we value diversity, creativity, and continuous learning. We encourage candidates from all backgrounds to apply, even if they don't meet every listed requirement. We believe in the potential for unique perspectives to drive innovation and success. If you are passionate, have a commitment to growth, and a willingness to learn, we invite you to apply. We are excited to welcome individuals who bring fresh ideas and diverse experiences to contribute to our dynamic team and help us achieve our collective goals.