Our mission is to break down the barriers of today to release the potential of tomorrow. Join us today and release yours.

There are two things that we want to share with anyone considering joining us.

Firstly, we’ve got big ambitions for our colleagues and the future of the organisation. These include our vision that inclusion and accessibility drive every conversation we have and every decision we make. We want our workforce to fully represent the communities and customers we serve, because a diverse business is a better business. We value every colleague, their diversity and the contribution that they make. When we say you’re welcome at BT, we really mean it.

Secondly, the one thing the pandemic has taught us is that a lot of current and future colleagues, where and when possible, want to embrace hybrid working. Therefore, we are introducing smart working at BT. Smart working means having the flexibility to choose, as a team, how and where you work depending on your team’s deliverables and needs; when you are at your shared core location to connect with others and when not. It may not be for every role, and, as part of the recruitment process, you’ll have the chance to discuss smart working and how it might work for the job you are applying for.

About this role

Small and Medium Enterprises (SME) is a key sales channel for BT, contributing £1.7bn revenue and £0.8bn EBIT per year, and serving 1m+ SME customers in the UK.  It’s an exciting period of growth for SME, and as we embed our new Enterprise model to achieve that growth, this role will support the delivery of our ambitious transformation plans and goals. 

In a highly competitive market, this role is responsible for retaining, developing and growing business with a portfolio of SME customers and prospects. Through strong relationships with key customer contacts and decision-makers, the role holder achieves (exceeds!) targets for their accounts, by really getting to know their customers’ business and transformation roadmap, and developing win plans that showcase how BT & EE’s products and services best meet their needs – target may include customer contact activity and pipeline health, as well as SOV/revenue growth, market share, and customer experience.  A hunger to learn will be key in this role, alongside a desire to try new things to help customers readily engage with BT, to support our sales people to be successful, and to make sure BT beat the competition and win in the market.  

You'll have the following responsibilities

Sets and monitors strategic and financial targets for accounts, understanding customers’ needs and applying knowledge to guide interactions and pursue new business opportunities.

Owns and manages a defined account base of customer and prospect opportunities, applying understanding of the customer’s business strategy.

Collaborates with specialists to proactively seek opportunities to extend current products, upsell to existing clients, develop offers and deploy the account plan.

Recommends and delivers customer solutions by applying specialist knowledge of the SME product and services portfolio.

Specifically in this role:-

Our key account managers typically work with our larger SME customers who have the most compex needs.

Accountable for retaining, developing and growing business within a defined account base of customers and prospects.  Interactions will largely be remote in a desk based inside sales environment, with in person interactions where required for complex requirements.

Accountable for developing successful, sustainable and profitable relationships within account base – developing a strong understanding of their connectivity requirements and business transformation roadmap.

Achieve and exceed sales targets for this account base – may include customer call activity and pipeline health, as well as SOV/revenue growth, market share, and customer experience.

Work with a high degree of autonomy across account base, ensuring sales plans are developed and delivered to secure multi-product deals, and apply specialist knowledge of full portfolio to create solutions – likely to apply war room pricing, to win against competition.

Identify both new business opportunities and growth opportunities within account base.

You'll have the following skills & experience

· Identifying our customer needs - You put yourself in our customers' shoes and identify their explicit and implied needs through effective listening. You analyse and evaluate customer data and ask effective questions to understand their requirements.

· Sealing the deal - You create and close sales opportunities through research, analysis and planning. You identify and articulate the value of our products, services and solutions to the customer, and continuously develop a pipeline of growth opportunities.

· Give specialised advice - You offer expert advice and recommendations in your areas of subject expertise.

· Excellent written and verbal communicator - You build strong relationships with key customer contacts.  You capture customers interest, and are able to influence and negotiate successfully to win business. 

· Improvement focus - You collaborate to identify how work activities and processes can be improved.  You challenge the status quo, are willing to try new ideas, and forge new paths in account management to achieve business goals. You use other subject matter experts as needed to develop solutions, and remain current and curious about industry trends, including competitor activities, customer behaviours and buying processes. 

·    You act as an ambassador both in the external market and with internal stakeholders, demonstrating best in class sales behaviour and deliver excellent customer experience results.

Experiences you would be expected to have:

· Successful track record delivering brilliant sales performance for an account base

o   Experience with SME or Corporate customers preferrable

o   Experience in a rapid growth business and/or inside sales organisation preferrable

· Aligned sales plans and goals with BT strategy and values

· Participated in and contributed to strategy setting sessions

· Made decisions in ambiguous situations using incomplete information or differing views.

· Worked with people from other business locations or functions – collaborating on new projects with recognized experts.

· To suit the needs of a customer, colleague or client, have moved outside of expected process or practice. Developed and delivered a recovery plan for a struggling part of the business.

Benefits

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

Automatic enrolment into our ‘Sales as Profession’ community

Flexible benefits to fit around you

#Saleslab

About BT

BT has a key role in British society, fostering change and leading technology innovation. From delivering the Olympics, to supporting the emergency services, to investing more into research than any other UK technology company, we take pride in everything we do - and in the people who work here.

We're now a global company operating at the forefront of the information age, employing 90,000 people in 180 countries. And we're on a mission. Guided by our core values of Personal, Simple and Brilliant our goal is to help customers, communities and businesses overcome barriers and release their potential.

So, if you're interested in the power of potential, why not join us today and release yours? You can read more here about what it's like to work at BT

How to Apply

It's easy to apply online; you just need a copy of your up-to-date CV and to follow the step-by step process. Don't worry if you need to make changes - you'll have the opportunity to review and edit your work on the final page. We look forward to receiving your application!