Key Accounts Director - Public Sector

Sales, London, Full Time, £60,000 - £80,000 / year Job Description

Reward Gateway, together with Edenred, are a global market leader in benefits and employee engagement. We help our clients and their leaders to transform employee experience that will attract, engage and retain top talent through employee benefits, strategic reward and recognition, well-being, and much more.

With our shared missions of 'Making the World a Better Place to Work' and 'Enriching Connections, For Good', you'll be contributing to improving employee engagement and building better, stronger and more resilient organisations to improve people's daily lives. Our shared mission guides our every action and charts a sustainable path to a better future.

Your Role in our Mission
To achieve our mission, we put our clients at the heart of everything we do. You'll facilitate this by building great relationships with HR & Reward professionals, connecting with them to better understand them, their business and their current challenges or objectives. You'll support them by positioning our services as solutions, helping them advance their organisations.

Our social programmes distribute important financial support to vulnerable individuals and families across the UK. Through an understanding of our client's objectives, you'll be making a real difference in people's lives, delivering a compelling solution delivering highly targeted financial and proactive support to low-income families, pensioners, care leavers and those identified as in crisis or at-risk by our clients.

What's In It For Me?
A chance to be part of an extremely well-established, stable and high-growth 'Unicorn' SaaS company.

OTE of £25k

Over 50 benefits in our employee benefits package including:

• A flexible holiday plan of up to 40 days per year
• £400 a year Wellbeing Allowance
• Substantial bonus payments for a number of life events including pet adoption, wedding/civil ceremony, new family, retirement
• Employee, friends and family discounts across 1200+ retail, hospitality and lifestyle brands

Key Responsibilities

• Manage the commercial aspects of a portfolio of key public sector clients, ensuring high customer and employee satisfaction
• Develop and maintain a portfolio sales plan to achieve the budgeted revenue growth targets for the portfolio by; leveraging our market-leading SaaS application, building a compelling value proposition story to drive license fee revenue, cross-selling additional products, services or benefits and maximising employee engagement and usage
• Maximise client retention with renewals to be contracted inside or outside of frameworks, with emphasis on direct award over competitive tender
• Use customer insights, history and future ambitions alongside competitor intelligence to influence future requirements and establish clear and compelling win themes aligned to key buying reasons
• Maintain accurate customer retention and revenue growth pipeline in Salesforce to deliver confidence in forecast performance
• Assume ownership of any new employee engagement or social programme clients won by new business consultants
• Be conversant with all aspects of our social programmes and employee engagement propositions, including third party benefit partner solutions as required
• Ensure close collaboration with all key business functions, including bids/tenders, project management/implementation, account management, customer success, communications and marketing
• Proactively contribute to all bids ensuring they accurately reflect the opportunity, identified win theme and adhere to commercial guidelines and framework rate cards were applicable
• Engage clients in developing case studies and industry award entries, showcasing their successful schemes
• Contribute to new business acquisition plan, sharing market and industry insights to support the marketing demand generation plan
• Deliver tailored sales presentations and product demos that wow prospects
• Ensure timely issuance of contracts, assuming commercial ownership to ensure the contract accurately reflects the scope of services and associated charges
• Attend industry events and exhibitions as required

Target Market

• Employee Engagement: Enterprise (10,000+ employees) organisations across the civil service, local government, emergency services, education sector, health sector and any other organisation classified as being a public sector body with the ability to contract via a framework
• Social Programmes: for Enterprise clients managed within the portfolio

Skills

• Proven ability to demonstrate year-on-year consistent overachievement of targets in a consultative B2B sales environment with enterprise clients
• Demonstrated track record of working with government departments, executive agencies and large public sector organisations
• Extensive knowledge of public sector sales process, including contracting via frameworks and public sector procurement
• Proven experience in managing lengthy sales cycles, from capture/prospect to closed won deals, often spanning more than a year
• Demonstrable experience of public sector capture process, covering discovery, qualification, and influence of future requirements
• Experience in collaborative public sector procurement, with highly effective written and verbal communication and a strong ability to convey ideas clearly
• Understanding of public sector procurement legislation
• Proven track record of self-generated and converted business
• Demonstrable knowledge and understanding of the competitive landscape, extending to key insights which positively influence outcomes
• Previous experience in presenting to C-level executives in person and remotely
• A growth mindset with a focus on continuous learning and development

The Interview Process

• Telephone interview with a member of the Talent Acquisition team
• 1st stage interview with Commercial Director - Public Sector
• Take-home assessment
• Final interview with the Commercial Director and other members of Sales Leadership

At Reward Gateway, we are committed to ensuring an inclusive and accessible recruitment process for all candidates. If you have any specific requirements or need reasonable adjustments at any stage of the recruitment journey, please let your Talent Acquisition Partner know. Your needs are important to us, and we want to ensure an equitable experience for every candidate.

Be comfortable. Be you.
We want all of our employees to feel comfortable bringing their passion, creativity and individuality to work. We value all cultures, backgrounds and experiences, as we truly believe that diversity drives innovation. Express yourself, join our community and help us Make the World a Better Place to Work!

We hire BETTER.
Find out more about Reward Gateways approach to benefits, equality, talent, technology, empathy and what you'll get in return for joining our Mission at rg.co/lifeatrg.

Marketing
London
Fixed Term Contract
£55,000 - £60,000 / year

Finance
London
Full Time
£23,800 - £25,000 / year

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