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Account Director

Location
London
Job Type
Permanent
Posted
8 Sep 2022

About us:

Every day, the complex challenges of global shipping and logistics bring growing pains that fast-growing online brands struggle to negotiate. Getting products into the hands of customers quickly and affordably is a challenge for most. At Auctane, we serve and champion these merchants every day. Our software stack solves shipping and logistics problems that arise as merchants scale, so they can focus their time, energy, and resources on what matters most.

Auctane is a team of shipping and software experts with a passion for helping merchants move their ideas, dreams and innovations around the globe. The Auctane family includes ShipStation, ShipWorks, ShipEngine, ShippingEasy, Stamps, Endicia, Metapack, Shipsi, GlobalPost, and Packlink. Our partners include Amazon, UPS, USPS, eBay, BigCommerce, Shopify, WooCommerce, and Walmart.

At Metapack we work with well-known global retailers and major brands such as ASOS, Adidas, Burberry, John Lewis, Boohoo, eBay, and Zalando. In fact, we work with so many retailers and carriers it's highly likely that you've interacted with us at some point when ordering goods online!

Why would I want to be an Account Director at Metapack?

Our customers are leading ecommerce, retail and B2B organisations that use Metapack products to connect to carriers and to deliver choice and convenience for consumers, across borders and across the world.

Account Directors at Metapack are the cornerstone of our ongoing customer relationships. Focusing on growing and retaining our largest and fastest growing accounts, the Account Director will play an important role in helping many of the world's leading eCommerce businesses grow faster and be more efficient through the use of Metapack's products.

What would I be doing?

  • Owning a Portfolio of Accounts
    • Taking responsibility for a portfolio of large (Circa £1M + ARR) strategic accounts in the UK / EU where you will manage;
      • The account P&L, margin and ARR / Professional Services Budget achievement
      • The commercial strategy for the accounts
      • The generation of leads to drive upsell / Cross sell
      • The customers satisfaction.
  • Understanding your client's business and the industry within which they operate
  • Understanding Metapack's solutions and value;
    • You will become an expert on Metapack products and how they can be used to create value within a customer's organisation
  • Building and nurturing key relationships;
    • You will develop close, mutually beneficial client relationships with key decision makers across all relevant functions including Operations, IT, E-commerce and Purchasing and at all appropriate levels of seniority within those functions, especially Board level / "C" level decision makers to maximise business opportunities.
    • You will serve as the senior day-to-day point of contact for the client. You will Build senior and strategic relationships and be a Liaison between the Client & Metapack Management for business execution
    • You will hold regular account meetings including quarterly business reviews; contribute to strategic thinking through the dissemination of best practice, positioning Metapack as the natural provider of strategic solutions.
  • Acting as a voice of the customer internally
    • Acting as the voice of the customer internally, you'll gather feedback from your assigned accounts to improve and refine our products and services.
  • Growing your accounts
    • You will own the commercials for your accounts. This shall include;
      • Ownership of the commercial target
      • Ownership of the commercial strategy
      • Approval of the commercials / strategy for renewals, upsell and cross sell
      • You will create and maintain quality account plans laying out revenue and customer satisfaction growth strategies.
      • You will maintain strong reporting and accountability against numbers, driving to exceed quotas, while developing and managing the account.
      • You will be tasked to identify new business opportunities within your clients
      • You will maintain an accurate pipeline of existing opportunities.
      • You will work with Sales (Account Executives and Co-Primes) / Pre-Sales and our Engagement Managers as appropriate to pursue, negotiate, and close up-sell / cross sell / Consulting opportunities within your designated accounts
      • You will engage in contract discussions and negotiating renewal terms

What key skills and experience do I need?

  • Seen as a trusted advisor and peer for C-Suite
  • Creates a collaborative solution with the client
  • Superior management skills and the ability to motivate, develop, and inspire an internal team to help support bringing enterprise deals
  • Working with distributed teams where employees can be virtual, remote and global
  • Very good practical understanding and application of solution selling methodologies
  • Degree educated or equivalent business experience
  • Demonstrable success in managing key accounts and/or selling in a B2B service, preferably within a technology environment
  • Proven ability to manage senior stakeholders within large accounts
  • Financial and other KPI reporting and management
  • Excellent relationship building skills
  • Strong customer service orientation
  • Excellent communicator at a senior / board level, both internally and externally; strong verbal and written communication skills in order to influence and persuade clients at Director Level
  • Strong negotiating and influencing skills

It would be great if you also could bring

  • Previous experience within eCommerce, Technology, or Distribution.
  • Line management experience or leading a small team of account managers/ customer success managers

What are the perks?

  • 25 days holiday, pension, enhanced maternity and paternity leave, group life insurance scheme, private medical healthcare, childcare vouchers
  • Bonus (Paid quarterly)
  • Discounted gym membership, cycle to work scheme, interest free season ticket loan
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Details

  • Job Reference: 707316804-2
  • Date Posted: 8 September 2022
  • Recruiter: MetaPack Limited
    MetaPack Limited
  • Location: London
  • Salary: On Application
  • Sector: Sales & Marketing
  • Job Type: Permanent