Account Manager
Account Manager
Job Title Account Manager
Location Mumbai / India (preferable)
Reporting to Head of Sales, India
Employment Full time / Permanent
Primary Job Purpose
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