National Account Manager - Existing Accounts

Role/Team overview

Existing Accounts Sky Business

Sky Business is the business-to-business division of Sky. We provide a wide variety of commercial premises across the UK and ROI with unrivalled entertainment, unmissable live sport and breaking news - connecting and entertaining millions of people every day. We also provide communication services to its customers including Sky WiFI and Sky Ethernet. Our heartland is the licensed trade - pubs, bars and hotels - but we also provide entertainment and connectivity services to oil rigs, sports stadiums, offices, care homes and hospitals, just to name a few!

What you'll do

• Implement and drive comprehensive demand gen activities (for Existing Business Accounts) and strategies to unlock new business opportunities and achieve revenue and growth targets.
• Continuously evaluate and refine the sales process in your area in consultations with the Sales HoDs, to improve efficiency, effectiveness, and scalability. Trial new sales techniques, technologies, best practices and initiatives.
• Develop and enforce a structured sales and account management approach, ensuring that comprehensive account plans and regular account reviews are shared at key forums.
• Build and implement base sales strategies in your respective vertical to expand base and maximise revenue opportunities (cross/up-sell, renewal and retention programmes, etc).
• Develop and implement a segmentation strategy to prioritise accounts based on revenue potential, strategic value, and growth opportunities.
• Identify potential risks within the existing account portfolio (e.g., high churn risk accounts, competitive threats) and develop mitigation strategies and share regular updates during relevant forums.
• Manage and optimize the sales pipeline and accuracy, ensuring a consistent flow of qualified leads and opportunities. Monitor and report on pipeline metrics.
• Track and achieve Monthly Recurring Revenue targets.
• Analyse market trends, competitor activities, and customer feedback to inform strategic decision-making and enhance the effectiveness of sales initiatives.
• Collaborate with cross-functional teams, including marketing, Finance, commercial enablement, and sales effectiveness to ensure seamless execution of sales initiatives and ongoing customer care.
• Work closely with the Service Ops and Group Admin team to ensure seamless post-sales support and alignment on customer outcomes.
• Foster a culture of continuous improvement, innovation, and customer-centricity driving a positive and results-oriented work environment.
• Provide Monthly report to Director of Midmarket on status and activity, scalable opportunities.
• Establish a system for gathering customer feedback and insights.
• Be an ambassador for sky building our visibility and recognition in this sector through events, digital activity and networking.

Key Metrics

• Incremental Revenues: Inflight revenue/ funnel tracking to deliver targets.
• Customer Base: Monitor the number of new sites acquired weekly to grow base.
• Renewal & Churn Rates: Track and improve the renewals & churn percentages.
• Customer Engagement Levels: Monitor products/service engagement/ usage to identify cross-sell/up-sell opportunities.
• Sales Pipeline Metrics: Analyse the size, accuracy and health of the sales pipeline (mix BAU vs Gamechangers) and their progression stages.
• Average Deal Size: Track the average value of deals to ensure targeting profitable opportunities.

What you'll bring

Essential criteria

• Extensive Midmarket Knowledge (specific to Telecoms) understanding of market trends, products, RTM, customer needs is critical (minimum 10 years of sales expertise).
• Proven track record of Mid Market Business growth within existing accounts you managed.
• An expert knowledge of how to grow and expand existing accounts.

Desirable skills and experience

• Mobile sales experience
• Ability to build a pipeline and develop self generated leads
• Ability to plan and execute sales strategy to drive performance

Benefits and perks

There's one thing people can't stop talking about when it comes to life at Sky: the perks. Here's a taster:

• Free Sky TV or NOW package, including Sky Sports and Sky Cinema
• Pension package with up to 9% employer contribution
• Private healthcare with mental health support
• Aviva Digital GP and dental insurance
• Discounts on Sky products, including Sky Mobile, Sky Broadband, Sky Glass and Sky Protect
• Sharesave and Tech schemes
• A range of Sky VIP rewards and experiences

How you'll work

This role will also Field based and involve travel around the UK including regular visits to Sky Offices, including our head office in Isleworth

Who we are

We're Sky, a leading media and entertainment company who connect millions with entertainment, sports, news and arts through innovative products and services. Working with us means you'll be bringing the joy of a better experience to more people, every day. All so we can do better and deliver better for our customers, colleagues and society.

We're an equal opportunity employer and value diversity at our company. We're a Disability Confident Accredited Employer, and welcome and encourage applications from all candidates. We will look to ensure a fair and consistent experience for all and will make reasonable adjustments to support you where appropriate. Please flag any adjustments you need as early as you can.

Just so you know: if your application is successful, we'll ask you to complete a criminal record check. And depending on the role you have applied for and the nature of any convictions you may have, we might have to withdraw the offer.

To be eligible for this role you are required to have the appropriate right to work in the UK. Please be aware Sky does not offer sponsorship for this position.

To find out more about working with us, search #LifeAtSky on social media.