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Account Manager

Liftshare

Account Manager

Salary Not Specified

Liftshare, Norwich

  • Full time
  • Permanent
  • Onsite working

Posted 2 weeks ago, 18 May | Get your application in now before you miss out!

Closing date: Closing date not specified

job Ref: be0522ea22584b248d246c83d5729078

Full Job Description

  • Our Account Managers are responsible for owning client relationships. They're the internal experts on their clients. Their primary focus is to ensure that our large employer clients are engaged with our solutions & services, ensuring that we are supporting them in achieving their operational and sustainability objectives, and have long-term commercially strong relationships.


  • Each Account Manager has an assigned portfolio of large employer clients. The Account Manager's role is to:

  • Be the internal owner of those named clients, meaning you are the personal ultimately accountable within Mobilityways for your clients.

  • Be commercially minded and a strong negotiator, successfully ensuring strong retention, ARR growth and preventing churn.

  • Forecasting retention and expansion and tracking churn risk.

  • Track the opportunities and pipeline within the portfolio.

  • Ensure that the relationship with your client portfolio deepens and widens, meaning that:

  • We expand to more of their sites and locations.

  • They invest in a wider range of our solutions.

  • The ARR licence value of our relationship grows.

  • You cultivate relationships with additional contacts within each client to move to more strategic levels of engagement and into develop relationships with other job functions.

  • Ensure that our clients are seeing success with our solutions.


  • This is measured by our internal metrics (client's ARR retention and growth; tonnes of CO2e saved annually; ACEL reduction) and whatever metrics the client uses to measure their own sustainability and operational objectives.


  • Account Managers are the "conductor of the orchestra" for their clients, in practice this means:

  • Develop, maintain and implement an Impact Plan, in collaboration with each client, highlighting areas for sustainable impact and commercial growth.

  • Are accountable for the whole sales cycle from cultivating additional contacts within clients, to pitching, demoing, producing proposals and negotiating.

  • Leading the onboarding of clients from New Business.

  • Leading, and project managing, the different internal teams working on your client portfolio to work in an aligned and united way, such as:

  • Ensuring that consultancy work is scheduled and on track.

  • Ensuring that any work is aligned to the client's expectations and needs.

  • Liaising with the Product Team to ensure our software solutions align.

  • Working with outside partners and consultants, to deliver against your account.


  • Take a strategic view to maximise value of existing client portfolio, growing client value and employee engagement.

  • Effectively manage your workload, priorities, planning and SMART goals to achieve OKRs

  • Identify and proactively manage 'at risk' clients, working on proposals to save and further develop relationships.

  • Deliver against OKRs, ensuring we reach our company objectives.


  • Identify and recommend opportunities to improve efficiency and automation

  • Become a Hubspot champion (CRM). Ensure high data accuracy.


    • Any other duties that may be required from time to time.


  • OKRs
  • Client retention revenue and ARR %

  • Upsell/expansion revenue and ARR

  • ACEL (Average Commuter Emissions Level) reduction across your portfolio.

  • Pipeline projected value Client NPS



  • Our values
  • We are Customer Obsessed - We put ourselves in the shoes of every customer, find out what they really value and are relentless in delivering excellence. We first seek to understand before being understood.

  • We are Learning Fanatics - Insights and knowledge are sought, gathered, analysed and shared every time. How can we be better at doing the right things and putting first things first.

  • We are United - Our common purpose is clear, and we are all committed to being proactive in caring for others. We respect and value differences. We look after us. We all share in the benefits.

  • We are Bar Raisers - Outcomes are better than ever achieved before and others are learning from us. We ensure that our team's capability and culture continually improve.


    • Person specification
  • Required, Mobilityways are proud to be an equal opportunities employer & are committed to ensuring that our workplace is an environment that is free from discrimination & one which values all employees as individuals.

    Significant experience in account management and sales development in a B2B environment.

  • Proven track record of commercial success.

  • Commercially focused with the confidence to work to OKRs

  • Computer literate (confident with Office365 suite) and comfortable with explaining/demoing technology to clients.

  • Alignment to our culture and values and mission.

  • Excellent spelling and grammar with the ability to present to and communicate with clients at all levels.

  • Strong verbal communicator and presenter. Enthusiastic about being the 'face of Mobilityways'.

  • Excellent project, planning and time management capabilities. Able to organise and self-manage own time, use initiative and demonstrate productivity and accountability.

  • A strong work ethic and willingness to "go the extra mile".

  • Confident but striving for continued personal development. Flexible and happy to help out in other areas of the business when appropriate.



  • Desirable:


  • Experience in sustainability and environment.

  • Experience of selling enterprise SAAS. An understanding of or passion for behavioural change.



  • Diversity and Inclusion