Sales Account Manager (North UK)

Job Description: Sales Account Manager

THE COMPANY

Xn Leisure: Built on Experience. Focused on the Future. Driven by Partnership.

At Xn, we help leisure operators simplify complexity.

For over 50 years, we have worked alongside local authorities, leisure trusts, universities and community operators, supporting the services that help people become more active, healthier and more connected.

We understand that leisure is not simple. From memberships and bookings to swimming lessons, reporting and customer engagement, operators need technology that works reliably while continuing to evolve with their needs.

Our ambition is simple: To become the most trusted and responsive partner for complex leisure and community operations.

Our Values

Partnership

We listen, collaborate and build strong relationships with our customers, colleagues and partners.

Accountability

We take ownership of our actions, commitments and results.

Trust

We communicate openly, act with integrity and do what we say we will do.

Continuous Improvement

We challenge ourselves to learn, improve and evolve every day.

Innovation

We embrace technology, AI and new ideas that help our customers and teams succeed.

Growth Through Relationships

• We believe stronger relationships create stronger outcomes.
• This applies to our customers, our colleagues and our partners.
• By listening carefully, understanding challenges and working collaboratively, we create better solutions, better experiences and better results.

A Business That Is Evolving

Xn is proud of its heritage, but we are equally excited about our future.

We are investing in: Customer success and partnership

AI and automation

Product innovation

Better ways of working

Continuous learning and development

We know no software platform is ever finished. Our focus is on continually improving the experience we provide for customers and creating an environment where our people can do their best work.

Part of Vesta Software Group

Xn is part of the Vesta Software group, one of the world's leading software organisations serving specialised vertical markets.

Being part of Vesta gives us the stability, investment and long-term perspective to continue developing our products, our people and our customer partnerships for years to come.

Join Us

• We are looking for people who care.
• People who want to learn, contribute and make a difference.
• People who enjoy solving problems, building relationships and helping customers succeed.
• At Xn, you do not need to fit a mould.
• We value different perspectives, new ideas and individuals who want to help shape the future of our business and the leisure sector we serve.

Position

We are seeking to appoint a Sales Account Manager to support new name activity and management of existing accounts for all products within Xn Leisure..

The Sales Account Manager is responsible for selling our Software, Payment Services, Hardware, Professional Services and third party products and services. You will report to the Commercial Sales Manager and work closely with other Sales Account managers and our Payment Consultants. It will be the Sales Account Manager’s role to ensure that all agreed sales targets are met, or exceeded, in their allocated region. For this vacancy the region is the North.

The Sales Account Manager will generate new business through direct selling to leads (both provided and sourced), cold calling, conducting sales campaigns and networking with contacts in the industry. In addition to managing the agreed third party.

Job Responsibilities

• Maintain an in-depth knowledge of the Company’s product portfolio and awareness of competitor products.
• Maintaining an awareness of industry trends.
• Learn, adopt and adhere to the company sales guidelines and standard operating procedures (SOPs). This includes maintaining and developing the Company’s CRM database in accordance with company standards and developing accurate, high quality and professional sales documentation and correspondence templates.
• Assist with devising and implementing lead generation activities, as required. Qualify, develop and manage a lead through to sales conversion, whether sourced or provided by Companies. Respond to and follow up all sales enquiries using appropriate methods as per the SOP.
• Develop and maintain a sales pipeline of sufficient size to achieve agreed sales targets.

Ensure all monthly sales targets (KPIs) set by management and agreed on in advance are met or exceeded. This will necessitate some or all of the following activities:

• Identifying the needs and wants of a potential customer.
• Presenting the Company solution without misrepresentation.
• Demonstrating software solutions and associated products in person or over the Internet.
• Handling objections from potential sales opportunities.
• Preparing and presenting quotations/proposals to sales opportunities.
• Negotiating and closing sales.
• Fulfilling reporting requirements to the Sales Manager according to the deadlines set for the Department.
• Maximise profit on all potential sales opportunities.
• Provide excellent customer services to clients over the phone or in person.
• Attend training to develop relevant knowledge, techniques and skills.
• Establish and maintain strategic relationships, alliances and networks within industry (or any other vertical market) as well as with other key stakeholders to generate sales leads.
• Attend industry trade shows as directed by the management team from time to time.
• Participate in regular team meetings.
• Perform any other duties related to the promotion, sales and delivery of the products, or related third party products, as directed by the management team from time to time.

Account Management will include and not be exhaustive to:

Provide Excellent Customer Service

Upselling products

Actively promoting our Payment Services including Managed Direct Debit Processing services, Payments Gateway, Merchant Acquiring and Chip and Pin Unit rentals

Contract Renewals

• Bridge between the accounts and our support/product team to ensure we have a customer first approach.
• Work with customers on outstanding payments and invoices
• Ensure accounts are always up to date on latest products/services and new initiatives

Your Personal Characteristics will include

Great communicator with highly developed negotiation and influencing skills

Challenger selling style

An analytical mind with the ability to evaluate and evolve approaches based on comprehensive understanding of our business goals

Strategic account development experience

• Able to form and maintain effective working relationships with clients, colleagues and third parties
• Results driven and self-motivated with a ‘can do’ attitude and determination to ‘close the deal’
• Able to work with other sales representatives and be able to engage a highly qualified and professional support team, when and where required, to progress opportunities
• Ambition to grow your career and team as Xn grows
• Experience of managing the sales of a diverse product and service range is desirable

Self-motivated initiative taker

Highly organised

A strong work ethic and the capacity to succeed in a fast-paced environment and meet deadlines.

Job Qualifications

• 2+ years of experience in sales ideally with experience in selling software solutions
• Knowledge of payment processing services including Managed Direct Debit Processing services, Payments Gateway, Merchant Acquiring
• Ideally degree level education coupled with excellent written, verbal, listening and presentation skills
• Demonstrable evidence and proven business acumen to understand industry trends and future roles for technology and guide business strategy
• Ability to develop innovative ideas and solutions
• Experience with enterprise software solutions and large, complex organisations
• Extensive experience in all aspects of Sales pipeline management.

Strong negotiating skills

• Strong IT skills specifically MS Office; ideally with experience of managing sales through a CRM.
• Some knowledge