National Account Manager

Applications should comprise:

1. A current CV.
2. A short covering letter of no more than two sides demonstrating how they meet the essential requirements of this job.

The National Account Manager is responsible for their own managed portfolio of employer engagement accounts in addition to seeking out new employer relationships where required, and is seen as the subject matter expert for their given industrial sector. In addition, provide support to Assistant Director Relationship Management (ADRM) and Senior National Account Manager (SNAM) to ensure actions are complete.

Key Responsibilities:

1. Achievement of target KPIs (in line with Defence Priorities).
2. Delivery of effective employer engagement with National Account employers within a given industry sector of approximately 60-80 national employer accounts.
3. Proactively driving forward national account employer engagement within a given industry sector.
4. Actively manage major, national employer relationships to support Defence objectives and the successful implementation of the Armed Forces Covenant, meeting the needs of internal and external stakeholders.
5. Align an account journey with the aims and objectives of the Employer Recognition Scheme (ERS) and Defence Menu of Benefits.
6. Develop, execute and continually review employer engagement plans, including defined targets, ensuring they remain linked to DRM and wider defence objectives.

Details and Responsibilities:

1. Be a subject matter expert on defined sectors, and maintain a thorough understanding of the employers’ end use markets and operating environments including their important customers, activity and main competitors.
2. Maintain a thorough understanding of the employers’ people and HR strategies, personnel challenges and opportunities, and CSR objectives and programmes. Appropriately tailor the Defence-employer proposition to maximise its attractiveness and benefits to employers.
3. Maintain a thorough understanding of the Defence priorities to support effective employer engagement and identify and manage risks around potential areas of duplicate engagement. Establish and build strong working relationships with business leaders, internal stakeholders and DRM team members to ensure the successful delivery of services and maximise support of Defence.
4. Ensure optimal client feedback and report to other departments with regard to service levels and continue to strive for best practice by engaging with R&I on employer-led research activity.
5. Identify clients’ requirement gaps and liaise internally to define appropriate solutions and follow Investigate, track and resolve stakeholder and employer concerns; identify trends and implement solutions.
6. Keep strong communication lines open with National Account Managers and Assistant Directors to provide timely and accurate account reporting.
7. Act as employer champions, to test and constructively contribute to the design and delivery of employer campaigns, internal data-sharing/collaboration initiatives and employer surveys.
8. Implement account strategy utilising DRM’s management information system, Salesforce.
9. Assist with organisation and hosting of VIP employer engagement events.

Experience:

1. Understanding of both military and other organisational cultures (e.g. corporate, public sector, not for profit).
2. Intelligence and the ability to engage with individuals at a senior, up to (and including) CXO level.
3. Computer literate (possessing a good working knowledge of MS-Office applications) with demonstrable experience using management information/CRM systems (preferably Salesforce).
4. Understanding of employer engagement techniques and approaches to successfully engaging them on matters such as Corporate Social Responsibility (CSR) and social value.
5. Seeing the bigger picture: Understand the strategic drivers for your area of work and align activities to wider organisational priorities.
6. Changing and improving: Work with others to identify areas for improvement and simplify processes to use fewer resources.
7. Making effective decisions: Present strong recommendations outlining other options, costs, benefits and risks.
8. Leadership: Ensure everyone has a clear understanding of objectives, activities and time-frames and consider the impact of your own and teams activities on stakeholders and end-users.
9. Communication: Ensure important messages are communicated with colleagues and stakeholders.
10. Working together: Encourage joined up team work within own team and across other groups and establish professional relationships with range of stakeholders.
11. Developing self and others: Take time to coach, mentor and develop other colleagues to support succession planning.
12. Managing a quality service: Develop, implement, maintain and review systems and services to ensure delivery of professional excellence, identify risks and resolve issues efficiently, identify ways to find and respond to feedback and involve a diverse range of colleagues, stakeholders and delivery partners in developing suggestions for improvements.
13. Delivering at pace: Show a positive approach in keeping the whole team's efforts focused on the top priorities and ensure the most appropriate resources are available.

Desirable:

1. Educated to degree level or equivalent with at least 5 years of experience in account or relationship management.
2. Experience of overseeing and hosting corporate hospitality events for VIPs.
3. Experience of delivering sales presentations.

Additional Requirements:

Whilst the role is London-based, a high degree of travel across the UK is expected.