Key Account Director – Mitie Intelligence Services

Location: Flexible (London, Surrey, Northampton)

Company Overview: MIS is a leading risk and intelligence services business specialising in risk consultancy, Technical Surveillance Counter Measures (TSCM), assured security solutions, CCTV training, security training, and intelligence services. We are dedicated to providing our clients with comprehensive solutions to mitigate risks and enhance security measures.

We are looking for an experienced Sales professional who will focus on the overall growth of the MIS division and lead a team of Sales and Account Manager across all service lines to achieve the projected growth. The role will entail but not be limited to the below functions:

1. Growth Focus:
• Opportunity Identification: Identify and qualify sales opportunities within the assigned territory or client portfolio. Conduct market research, competitor analysis, and customer segmentation to prioritise targets and allocate resources effectively.
• Sales Plan Development: Develop customised sales strategies and value propositions tailored to the unique needs and preferences of target clients. Collaborate with cross-functional teams, including marketing, product development, and operations, to position the company as a preferred provider of intelligence services.
• Pipeline Management: Maintain a robust growth pipeline, tracking opportunities from initial lead generation to closure. Utilise salesforce and ACT CRM and analytics tools to monitor pipeline health, identify bottlenecks, and forecast revenue projections accurately.
• Sales Execution: Lead the end-to-end sales process, from prospecting and qualification to proposal development and contract negotiation. Leverage strong communication, negotiation, and persuasion skills to articulate value propositions, address objections, and close deals successfully.
• Sales Support: Provide support to the strategic sales team on high-value opportunities exceeding £100,000. Serve as a subject matter expert, offering technical expertise, industry insights, and competitive intelligence to enhance sales effectiveness.

1. Account Management:
• Account planning: Develop and implement comprehensive account plans for key clients, outlining objectives, approaches, and tactics to maximise revenue, profitability, and client satisfaction.
• Client Relationship Management: Build and maintain strong relationships with key decision-makers and influencers within client organisations. Conduct regular meetings, site visits, and presentations to assess needs, gather feedback, and communicate value propositions.
• Service Delivery Excellence: Ensure the timely and effective delivery of services to meet or exceed client expectations. Monitor service performance, resolve issues, and manage escalations in a proactive and professional manner.
• Financial Management: Monitor account financials, including revenue, expenses, and profitability. Identify opportunities to increase margins through value-added services, process improvements, and cost optimisation initiatives.
• Contract Negotiation: Lead contract negotiations with clients, ensuring terms and conditions are favourable and align with company objectives. Seek opportunities to expand the scope of services and secure long-term commitments.

3. Leadership:

• Leadership: Collaborate closely with the Managing Director – Intelligence Services and Director of Operations to define the division's direction, objectives, and key performance indicators (KPIs). Assist in the development and implementation of initiatives to achieve organisational goals.
• Team Management: Lead and mentor a team of account  / sales managers, fostering a culture of excellence, collaboration, and continuous improvement. Provide guidance, support, and professional development opportunities to team members.
• Client Engagement: Act as a senior point of contact for key clients, cultivating strong relationships built on trust, integrity, and mutual respect. Understand client needs, anticipate future requirements, and proactively propose solutions to address evolving challenges.

These detailed responsibilities reflect the multifaceted nature of the role and underscore the critical importance of effective leadership, client relationship management, and sales acumen in driving the success of the intelligence services business.