Account Manager - ERP software

This Account Management role is with an independent ERP reseller. They turn over circa £4 million with about £1.75 in recurring revenue, and you will be focused on selling to their 95 existing ERP software clients, who have strong, established relationships with the company. It is the usual average split: 60 happy customers and probably 35 slightly less happy customers! So you need to step in and get to know them, and make them all happy and busy buying add-ons, upgrades and services. Starting salary to £40k + £5k car allowance, and commission of £20-30k on £300k of GP. But there is no limit as to how much GP you could produce per year if you work hard. Because of the strength of their relationship with the client base, the potential is here to make up to a £million in GP, and over £100k for yourself.

20 of their customers generate most of the additional revenue. As a general rule what the customer spends in year one they will normally spend again in the next few years. Your job is to sell them: Licenses / Services / Consulting / Training/ Extra ERP Modules. You will work with their 95 clients (and growing) who have one of the two ERP solutions that they sell.

One of these solutions is a functionally rich mid-market product that sells especially well in the supply chain, inventory & manufacturing sectors and covers warehousing, accounting, distribution, CRM, manufacturing, inventory control and other full ERP modules.

The smaller ERP solution is similar to SAP Business One or Dynamics NAV in size, but much prettier and much better in a demo situation. It is a direct competitor but without the extra cost of being from SAP or Microsoft with the huge spend involved.

They will happily look at account managers who are early on in their career or a more experienced sales & account management professional with a track record. They do however, want an Account Manager with a proven track record working in the ERP software market - and a successful career history (6 jobs in 18 months probably won't excite them). So hopefully you will have worked with ERP or Accounting software solutions such as Sage 200, Dynamics NAV, JDE, SAP Business One, PS Financials, Infor, Epicor, Intact, Kerridge, Coins, Access Accounts, Coda, de Facto, Pinewood, etc or with similar application software such as construtction, property management software, MRP, or field service management solutions.

This company is very sales focused, both the MD and the Sales Director are from a sales background, so you will find the business very sales positive; whatever you need to close deals they will try to give it to you, and it is fun, they all have a laugh and don't take themselves too seriously.

Their clients are mainly in the South East & West up to the Midlands so this would suit someone who lives anywhere south of Sheffield, down to the south coast, East Anglia or West Country. They have 2 UK offices but the job is based from home full time.

Your target is £1.75 million in recurring revenue and £300k in GP and the average deal is £150k. Their last few new business deals have been £115k, £155k, £379k, £60K (1 module), £279k, £226k, £226k, £143k, £147k, £164k, £180k, and £122k so the target is do-able and beatable.

Why is this a good job?

They are very strong on delivery - they tend to get it right first time, and the business model is based on keeping customers for the long term and the continued revenue. So they don't fleece the clients and the clients stay with them. You can make this job your own, and you can really build on the existing relationships. The tricky bit with this job is the variety of the clients from power stations to manufacturers to charities, from hospitals to wholesalers, and from pharmaceutical companies to professional services firms. Every client needs you to understand what their particular issues are and then you need to relate that back to them and come up with a solution.

But this means you need to be comfortable interacting with all levels of people from FD's to production managers, from NHS workers to IT Directors, and from warehouse managers to accountants. Your need to know what capacity the Professional Services team has and to work to ensure their schedule is full. So keeping the PS Manager "sweet" and keeping everyone in the loop, is critical to success in this role. You would operate alongside a team of 3 new business sales people and a Pre-Sales Consultant, and the Sales Manager.

Home based - terrific job for a savvy, energetic and ambitious account manager with ERP or application software sales experience, lots of autonomy and a great team to be involved with. Contact Jake King or Carolyn MacLurg at Ambis Resourcing.