Account Director - Utilities

Business Function: Sales

Reports to: Chief Revenue Officer

Location: Hybrid working – 2 days per week in London office

Salary: £70,000.00 base + £71K Commission. OTE = £141,000.00

Terms: Permanent fulltime following successful probation

The Role

We are seeking a dynamic and experienced Account Director to join our dynamic data science and data engineering company.

As an Account Director you will be responsible for managing key client relationships, driving strategic initiatives, and ensuring the delivery of exceptional service. You will take large enterprise leads through the sales cycle to conversion. You will have support from an assigned SDR to mentor, as well as marketing activities and referrals. You will work with 2-5 existing clients to generate referrals and renew existing business and up-sell new opportunities. We set you up for success.

This role requires a strong leader with excellent communication skills and a proven track record in account management and business development in the Utilities sector.

This is an exciting opportunity to contribute to the expansion of Lumilinks and make a significant impact in the field.

The Day Job

Client Relationship Management:

• Serve as the primary point of contact for assigned accounts, understanding client needs and objectives.
• Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors
• Manage relationships with pilots, alongside our client success team, through to conversion
• Work with existing clients to generate referrals and to up-sell new opportunities.

Strategic Planning:

• Collaborate with clients to develop strategic plans that align with their business goals.
• Identify growth opportunities within existing accounts and lead initiatives to capitalise on them.

Project Oversight:

• Oversee the execution of projects, ensuring they are delivered on time, within scope, and within budget.
• Coordinate with internal teams, including marketing, and finance, to ensure alignment with client expectations.
• Own and manage a pipeline of enterprise clients, throughout the whole sales cycle
• Collaborate with the Founders and CRO on large enterprise prospects
• Maintain strong and accurate pipeline management
• Collaborate with marketing and client success to generate valuable leads

Performance Tracking:

• Be able to clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
• Utilise data and insights to optimise account strategies and improve client satisfaction.

Business Development:

• Identify and pursue new business opportunities, including upselling and cross-selling services to existing clients.
• Participate in pitches and presentations to prospective clients.
• Negotiate contracts and close agreements to optimise profits
• Work with the business to continually improve the proposition and positively work through any challenges to improve sales results.

Reporting and Analysis:

• Prepare and present reports on account performance, including metrics and KPIs, to senior management.
• Analyse market trends and competitive landscape to inform account strategies.

Please speak to us if you have ….

…..the following professional aspirations

Client Success and Satisfaction:

• Strive to become a trusted advisor to clients, ensuring they achieve their business goals through effective digital solutions.
• Aim to consistently exceed client expectations and foster long-term partnerships.
• Proven track record of managing client relationships in the utilities sector.
• Ability to communicate complex data science concepts to non-technical stake holders.

Business Growth:

• Drive revenue growth by identifying new business opportunities within existing accounts and targeting new clients, specifically utility companies.
• Set goals for upselling and cross-selling services to maximise account potential.
• Ability to identify and pursue new business opportunities within the utilities sector.

Industry Leadership in the Utilities sector:

• Position oneself as a thought leader in the digital science field by staying informed about industry trends, emerging technologies, and best practices.
• Contribute to industry forums, webinars, or publications to enhance the company’s reputation.

Strategic Innovation:

• Lead strategic initiatives that leverage data analytics, machine learning, and other digital science capabilities to deliver innovative solutions for clients.
• Encourage creative problem-solving and adaptability within the team to respond to rapidly changing market conditions.
• Experience in developing and executing strategies to drive growth in the utilities market.

….. the following personal attributes

• Strong Communication Skills: A persistent but friendly communications cadence and style. Excellent verbal and written communication abilities to convey complex concepts to clients and stakeholders clearly and effectively.
• Empathy and Understanding: Ability to understand clients' needs and pain points, building strong relationships based on trust and empathy.
• Analytical Mindset: A keen analytical thinker who can interpret data and insights to inform strategic decisions and recommendations. Strong attention to detail.
• Adaptability: Flexibility to adapt to changing client needs, market dynamics, and technological advancements within the industry.
• Entrepreneurial mindset: Natural leadership abilities, inspiring and motivating team members to achieve their best while maintaining a positive work environment. Possess strong growth mindset, likes the hustle.
• Problem-Solving Orientation: Proactive in identifying challenges and developing effective solutions, demonstrating resilience in overcoming obstacles.
• Passion for Technology: An enthusiasm for digital technologies and a commitment to staying current with industry advancements and innovations.
• Integrity and Accountability: A strong sense of ethics and accountability, taking responsibility for actions and decisions while maintaining transparency with clients and team members.
• Client-Centric Approach: A Strong focus on execution, momentum, and results, putting clients first, ensuring their needs are prioritised in all aspects of account management.
• Collaboration and Team Spirit: A collaborative mindset, valuing teamwork and the diverse perspectives of others to achieve common goals.
• Stakeholder influence: Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organisation, including executive and C-level.

…and the following experience, accreditations, and qualifications

• Educational Background: Bachelor’s degree in a relevant field. A Master’s degree is often preferred.
• Professional Experience:5+ years of experience as an Account Director within the Utilities Space with a focus on generating and managing new business with over 1,000 employees
• Industry Knowledge: Extensive experience in the Utilities sector, specifically water companies. Understanding of industry regulations, trends and challenges specific to Utilities.
• Sales and Negotiation Training: Training or certifications in sales techniques, negotiation skills, or account management strategies to effectively handle client relationships.
• Networking and Industry Involvement: Participation in industry conferences, workshops, or relevant associations (e.g., Association for Data Science and Analytics) to stay connected and informed about industry developments.
• Customer focussed solutions: experience in delivering solution to address business challenges.