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Why this role matters

The role holder is responsible for the development of multiple successful market/business opportunities, each of which generates a long-term profitable revenue for BT.  This will be accomplished through identification, and development of Major  accounts in the Wholesale Sector, and through closing new deals for increased revenue and ICV and defending the existing revenues and margins in the accounts allocated.

The role holder is also responsible for the account strategy and coordinating with the virtual teams across different functions to manage overall sales and contract performance for a strategic account. Driving share of wallet, managing contract change control, developing new business whilst maintaining customer satisfaction.  Additionally, the role holder will ensure that we have accurate contact information for the accounts and drives access to insight and improvements to the overall experience

The role holder will also seek to promote BT and its wholesale capabilities and to develop additional market opportunities for Wholesale.

What you'll be doing

Meeting or exceeding annual performance targets for Revenue, Margin, ICV , ICP and Customer Satisfaction;

Developing a target achievement/gap plan, and monitor weekly, to set out how the quarterly/annual target will be met;

Generating an account development plan (ADP) for each key account, setting out the client landscape, share of wallet and key relationships;

Providing accurate and timely forecasts using the BT sales CRM system (SalesForce) to enable the role holder, and line management to track progress of sales through all sales stages, Including where appropriate ALTIFY development plans.

Ensuring all billing is raised in accordance with the billing process, review monthly revenue files to confirm revenue has been captured and allocated correctly;

Approving all client invoices on a monthly basis;

Managing any debt issues to ensure BT maximises its monthly cashflow;

Promoting the full Wholesale, and the wider BT product and capability portfolio with every owned account;

Attending industry shows/events and represent BT in a professional manner demonstrating experience and understanding of the Wholesale Industry where required;

Providing reporting and briefing on key deals or issues to line management on a pro-active basis;

Developing key relationships with working level, influencers and senior decision makers externally;

Developing key relationships with key internal stakeholders.

Managing Salesforce, ensuring that all contact information is current and accurate and any data issues are resolved in a timely way

We'll also need to see these on your CV

Significant experience of Wholesale industry

Creative, innovative, strategic thinker

Excellent negotiation, presentation and communication skills.

Able to quickly build and maintain relationships at the most senior levels. 

Ability to lead others on an actual or virtual basis.

Commercial understanding, including pricing models and business cases, and experience of project planning and delivery.

Influences, develop, drive and motivate sales operations at both a tactical and strategic level.

Ability to deliver on business objectives and stretching sales targets.

Ability to use insight to make strategic and agile operational decisions enabling the team to win, develop and retain profitable business.

Excellent knowledge of BTW product, competition, supply chain

Large complex bid leadership (3-18 months sales cycle times)

Experience of driving virtual teams to deliver necessary business results

Why choose us?

At BT, we entertain, educate and empower millions of people every single day. We’re a brand built on connecting people – whether that’s friends, family, businesses or communities. Working here, you’ll receive an attractive salary and a range of competitive benefits, but – more than that – you’ll be joining an ambitious organisation with a culture of togetherness, collaboration and inclusivity, that takes a genuine and proactive interest in your progress and development. Benefits of working for BT include:

Competitive salary and on-target bonus plan

World-class training and development opportunities

25 days’ annual leave (not including bank holidays)

Discounted broadband, mobile and TV packages

Car allowance (dependent on your role)

Share option and pension scheme programmes

Flexible benefits to fit around you

We value different perspectives, skills and experiences. We’re creating an inclusive working culture where people from all backgrounds can succeed. That’s why we welcome applications from all parts of the community.