Account Manager

Job Title

Location

Reporting to

Employment

Primary Purpose of Job

Manage and grow the performance of existing accounts across the allocated portfolio.

Focus on cross-selling, upselling, and deep-mining existing accounts at both corporate and plant levels to increase wallet share across British Safety Council’s Audit, Consultancy, and Training portfolio in the respective portfolio.

Build strong, long-term relationships with senior/CXO-level stakeholders and ensure sustained revenue growth from assigned accounts.

Brief Description of Tasks:

Account Growth & Revenue Performance

• Achieve revenue targets from assigned accounts at agreed margins.
• Grow portfolio value through cross-selling and upselling.
• Increase BSC’s wallet share within accounts across Audit, Consultancy, and Training domains.
• Maintain an active pipeline aligned to account development plans.
• Identify, target, and win large strategic consulting projects within the portfolio

Account Deep-Mining

• Achieve revenue targets from assigned accounts at agreed margins.
• Grow portfolio value through cross-selling and upselling.
• Increase BSC’s wallet share within accounts across Audit, Consultancy, and Training domains.
• Maintain an active pipeline aligned to account development plans.
• Identify, target, and win large strategic consulting projects within the portfolio

Strategic Relationship Management

• Build and maintain strong CXO and senior management relationships.
• Develop deep understanding of client operations, needs, and strategic priorities.
• Position BSC as a trusted, long-term partner.

Sales Process & CRM Management

• Execute account plans with measurable goals and timelines.
• Champion best practices in pipeline management, forecasting, and reporting.
• Maintain accurate and up-to-date data in Salesforce CRM

Collaboration & Service Excellence

• Work closely with internal teams to deliver high-quality, client-focused solutions.
• Ensure client satisfaction and retention through proactive engagement and support.

Operational Efficiency

• Manage time and travel in line with the Company Business Plan.
• Plan and execute client visits effectively.
• Uphold BSC safety policies.

Health and Safety

Fulfil personal health and safety responsibilities, reviewing competency annually with your manager.

Person Specification

Skills & Qualifications

• MBA/PGDM or equivalent Post Graduation
• Excellent verbal and written communication
• Strong interpersonal, presentation, and negotiation skills
• High level of organization, prioritization, and time management
• Proficient in CRM tools (preferably Salesforce)

Experience

• Minimum 5 years’ B2B account management / sales experience preferably in professional services.
• Track record of cross-selling, upselling, and increasing share of wallet in key accounts
• Experience engaging at corporate and plant levels in multi-site organisations
• Strong background in managing complex client relationships

Behavioural Competence

• Results-driven with strong commercial acumen
• Professional, credible, and relationship-focused
• Strategic thinker with attention to detail
• Aligned with corporate behavioural standards