1. business and industrial

SCHEDULE 1:
POSITION DESCRIPTION
Position:
Account Manager
Location:
Auckland and Wellington
Reports To:
Business Development Manager - IoD Limited
No. of Direct Reports:
None
Job Dimension:
Full-time position
BACKGROUND
The Institute of Directors in New Zealand (Inc.) (IoD) promotes excellence in corporate governance,
represents directors’ interests and facilitates their professional development through education and
training. It is a membership organisation of over 6,500 individuals representing the spectrum of New
Zealand enterprise.
The IoD Limited’s (a wholly owned subsidiary company of the IoD Incorporated) vision is wealth
creation by developing confident, stronger and empowered directors delivering better and
sustainable businesses that grow “NZ Inc” and beyond.
This role will develop strong relationships with relevant companies, organisations, Government
bodies and statutory authorities so as to position the IoD Ltd as the prime deliverer of governance
programmes and advisory services to both the public and private sectors.
The Account Manager (AM) reports directly to the Business Development Manager, who in turn
reports to the General Manager Commercial (GM).
PURPOSE OF POSITION
The purpose of the Account Manager position is to:

Support the IoD Ltd’s sales and growth strategy by increasing sales of the IoD’s suite of
products, and managing sales margins in line with budget expectations.

The position has a B2B and B2C focus, and requires maximising opportunities for cross and
upselling of the wider IoD offer, whilst managing existing relationships and accounts to ensure
they stay healthy and positive.
KEY RELATIONSHIPS
Internal:

IoD Staff and Branch Managers
External:
 Account Portfolio
 Strategic Accounts (where applicable)
 Potential new business
 Key stakeholders
1|P a g e
Institute of Directors PD
November 2014
KEY RESPONSIBILITIES
Responsibilities of this position are expected to change over time as the IoD Limited responds to
changing commercial demands and requirements. This position description will be updated as
required to reflect these changes. The incumbent will need the flexibility to adapt and develop as the
environment evolves.
New business development
 Work in conjunction with the BDM to identify new opportunities and execute sales
initiatives
 Develop, grow and leverage a network of prospective new business, initially focusing on
pipeline opportunities
 Develop and work with the (BDM) in utilising the Top 2000 Companies data base to support
and underpin company sales strategy
 Targeted telesales activity in the new business area / and campaign specific.
 Increase IoD presence in the Wellington and Auckland markets through attending business
networking forums
Client retention
 Effectively manage existing accounts to maximise the IoD Ltd’s learning pathway offering
 Work with the Business Development Manager and wider business to better meet client
needs via new products and services
 Proactively assesses, clarifies, and validates customer needs on an ongoing basis
 Use cross selling and up selling techniques
 Targeted telesales activity as required by the national course programme.
Sales and Account planning
 Understand and maximise the revenue opportunities through clear articulation of the IoD
learning pathway methodology
 Proactively participate in joint company-strategic account planning process that develops
mutual performance objectives, financial targets, and critical milestones for a one year
period
 Manage objectives in assigned accounts as outlined and agreed in the account plans
 Apply feedback and information on market, IT and channel trends and developments from
research and attendance at training, education and consultancy events to monitor external
governance trends and competitor activities
 Identify opportunities for campaigns, services, products and distribution channels that will
lead to increased sales
 Using market and competitor knowledge, identify and develop the company’s unique selling
propositions and differentiators
 Develop and build on positive relationships with branches
 Monitor, analyse and support membership growth activities
 Manage and maintain accurate account plans.
Relationships
2|P a g e
Institute of Directors PD
November 2014

Develop strong relationships with relevant companies, organisations, Government bodies
and statutory authorities so as to position the IoD Ltd as the prime deliverer of governance
programmes and advisory services to both the public and private sectors

Influence C –Level thinkers to encourage sales

Coordinate the involvement of company personnel, including support, and management
resources, in order to meet account performance objectives and customers’ expectations

Develop and sustain a close and effective working relationship with the Marketing Executive
(Commercial) to ensure marketing and sales strategies remain aligned.
General

Undertake such tasks and duties as are required
AUTHORITY
The Account Manager has the authority to make decisions and carry out actions in all matters
related to the responsibilities and deliverables of the position within the IoD and IoD Ltd policy and
agreed budget approvals.
PERSON SPECIFICATION
QUALIFICATIONS:
 Appropriate tertiary level qualification – degree in business management, marketing or
related discipline preferred
 A relevant professional body membership is ideal but not essential.
TECHNICAL SKILLS, KNOWLEDGE & EXPERIENCE:
 Proven commercial sales and or account management experience in a related field
 Proven financial and business acumen
 An excellent track record of developing rapport and maintaining strong relationships with
key commercial businesses
 Experience in competing successfully in competitive markets to win and hold market share
 The ability to understand strategic linkages and translate through to operational level plans
 Excellent reporting skills
 Excellent communications skills (oral and written) and the ability to influence and persuade a
wide range of people from staff to stakeholders in a consultative manner
 Excellent relationship and interpersonal skills, with the ability to work effectively within a
team and collaborate comfortably with external and internal parties such as directors, senior
managers
 The ability to prioritise and manage conflicting demands
 Results driven, with a strong focus on delivery, outputs and attention to detail
 Proven negotiating skills
 The ability to work autonomously while ensuring multiple parties are kept informed
 A passion for excellence and high standards
 A high degree of innovation and creativity
3|P a g e
Institute of Directors PD
November 2014
KEY COMPETENCIES:
Sales:
 Acts in a professional manner when completing all sales. Is perceived
as someone who is qualified, skilled and a trusted authority
 Understands and follows the sales cycle
 Has a proven understanding of solution selling
 Achieves sales targets and revenue generation
 Effectively manages and maintains account plans
 Writes high quality sales proposals that are accurately customised
to clients’ needs
 Reaches decision makers quickly, and gains their rapport
 Demonstrates a collaborative approach to the sales process
 Plays up personal strengths, and mitigates personal weaknesses
during the sales process
 Becomes an expert in the IoD’s suite of products and services
 Is comfortable talking about money
 Has a positive outlook, high self-confidence, controls their emotions
and recovers well from rejection
Service Orientation:
 Takes action in response to customer enquiries, requests or
complaints
 Focuses on continuous improvement of quality service
 Builds and maintains good long-term customer relationships and
monitors customer satisfaction.
 Articulates the Learning pathway to the IoD commercial audience
Teamwork:
 Fosters team member cooperation and provides the required support
when needed to facilitate positive customer experiences.
Planning & Organising:
 Effectively plans and organises own and others’ workload
 Demonstrates a strong eye for detail, while keeping overall goals at
top of mind
 Efficiently manages own and others’ time and priorities in order to
complete tasks or projects within agreed timeframe
 Takes full responsibility for making things happen within the sales /
business development environment.
4|P a g e
Institute of Directors PD
November 2014
Communication:
 Demonstrates effective verbal communication skills for individual,
group and public speaking situations, using a diplomatic and tactful
manner
 Communicates, verbally and in writing, with clarity, fluency, impact
and conciseness
 Utilises the most appropriate communication medium to deliver
critical information at the right level for the target audience
 Ensures that the appropriate people are kept informed and are
supplied with relevant information in order to effectively carry out
their role.
Relationship
Management:
 Displays strong interpersonal skills and the ability to relate well to
people at all levels
 Proactively builds and maintains constructive working relationships
with key internal and external stakeholders
 Effectively communicates both good and bad news as well as
effectively managing upside and downside
 Works alongside others, sharing information, ideas, insights and
expertise to ensure positive outcomes.
Influencing:
 Takes every opportunity to promote the benefits and rationale of the
IoD’s Professional Development programme
 Presents ideas and messages by using rational arguments and
pinpointing benefits to other parties
 Represents the IoD’s point of view in public forums and influences
favourable outcomes for the IoD Ltd
 C- Level thinking
Business Development:
 Work with the Business Development Manager on national solutions,
that encompass the IoD Ltd’s overall offer
 Plans and develops successful ways of extending existing products
and services, while divesting the IoD Ltd of unnecessary services or
activities
 Balances improvement activity with current business activity, in order
to achieve optimum results.
Customer Focus:
 Takes action in response to customer enquiries, requests or
complaints
 Focuses on quality service and monitors customer satisfaction
 Builds and maintains good long-term customer relationships
 Shows sensitivity and understanding towards customer needs and
expectations.
5|P a g e
Institute of Directors PD
November 2014
Results Orientation:
 Has a strong desire for success
 Takes full responsibility for making things happen within own area of
control and plans and achieves required results without prompting
 Prioritises work according to the IoD’s needs and manages conflicting
priorities
 Manages time and resources effectively in order to achieve objectives
by agreed deadlines
 Plans resource requirements and requests additional resources where
anticipated
 Applies sound business thinking with a commercial focus, when
developing solutions for clients / prospects.
Analysis & Decision
Making:
 Demonstrates strong analytical skills and the ability to apply a logical
rationalisation of complex data
 Thoroughly investigates issues, identifies core issues, develops logical
conclusions and makes appropriate recommendations
 Reaches well-reasoned decisions, supported by thorough research.
6|P a g e
Institute of Directors PD
November 2014