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Form of work
SalaryJob Purpose:
To develop and manage Acuity RM’s new business activity & success in designated verticals, to ensure Acuity RM extends its position as the leading software provider in the Risk Management market
Key Responsibilities
- Take ownership of and deliver against agreed objectives, revenue and budget targets
- Collaborate on all aspects of the New Business strategy and plan maximising and enhancing all lines of New Business revenue
- Take Acuity “up the food chain” into larger accounts
- Create, develop and build a strong pipeline of business to deliver a predictable and growing revenue stream in line with agreed targets and timings
- Optimise New Business conversion from a volume, value and timeline perspective
- Maximise the penetration of Acuity RM’s products and services across segments
- Identify and orchestrate the Acuity RM’s resources necessary to deliver success to our prospective customers
- Identify and segment Customer needs for new Products and their Development
- Conduct regular account reviews and planning sessions with management and other team members
Skills and Experience
- 3-5 years demonstrable track record of new business success within the GRC, IRM or related risk market
- Proven experience in closing deals with values in excess of £100K ACV
- Ability to lead and navigate through large complex deal cycles.
- Ability to work with all levels, both internally and externally to get the best out of people.
- Orchestrates peer to peer relationships and understands the value these can bring.
- Ability to focus on the things that will make a material difference to their / Acuity’s performance and not be distracted.
- Proven experience in presenting high quality, professional proposals, client facing documentation and presentations to senior audiences.
- Strong commercial acumen with the ability to understand client challenges and build acceptable propositions to help solve those.
Aptitudes
- Proven and imaginative influencer
- High energy: does not accept barriers to achieving goals
- Practiced and effective listener
- Time Management: organised with attention to detail and accuracy embedded in working practice
- Problem Solving: Independently, or collaboratively using others’ abilities to best effect
- Ability to demonstrate good interpersonal and relationship management skills
- Ability to communicate effectively at strategic and operational levels both verbally and in writing with internal clients as well as external partners
- The ability to present to audiences in a concise and articulate manner
- Likes the challenge and change within a smaller, fast-growing business.
Key Performance Indicators
- Orders in / Annual TCV
- Key sales activity
- Pipeline velocity
