Account Director

Once For All is a high-growth cloud-based SaaS subscription business. Our technology helps our customers to manage their supply chain governance risk management and compliance. We work across public and private sector and have over 250k customers across the UK across 20 different sectors including construction transport retail hospitality education facility and property management manufacturing local and central government.

Role Summary:

The Account Director role will target you with driving strategic commercial relationships expanding our manufacturer ecosystem and accelerating revenue growth across enterprise level clients. You will own and grow a portfolio of enterprise level manufacturers distributors and solution partners. Youll drive adoption of our data and marketplace solutions improve product coverage and quality (EPDs certificates attributes) and ensure measurable value for our partnersultimately growing revenue retention and verified sustainability impact.

We are looking for an Account Director who is preferably based in London or the Southeast of England to manage a defined portfolio of enterprise level clients suppliers manufacturers and partners who rely on our material data and sustainability insights to power their digital workflows. Youll focus on day-to-day relationship management platform adoption and commercial growthwhile collaborating with internal teams to ensure customers get maximum value from the solution.

You will work in conjunction with the OFA sales marketing and product teams to drive increased revenue and adoption of 2050 materials and support the adoption of all other OFA solutions.

This role is ideal for an experienced enterprise Account Director whos confident in handling multiple accounts driving product adoption and supporting sustainability focused digital workflows. The role requires an individual who has a good knowledge of AEC/sustainability and who can fluently speak the language of EPDs LCAs LEED/BREEAM and who loves turning relationships into results.

Salary offered: 70000 to 80000.

Commission: 40k - 50k OTE car allowance

Job Responsibilities:

Sales and Account Management:

• Directly nurture and develop relationships with both prospect and existing enterprise level clients and support widescale adoption of 2050 materials across your list of managed customers. Collaborate with the Commercial Marketplace Sales and SDR teams to progress new business leads resulting in new logo acquisition of 2050 Materials and OFA customers.

• Develop a working understanding of how carbon and environmental data is used across different stakeholder groups in the AEC value chain e.g. how a contractors needs differ from those of a QS architect or sustainability consultant and use this to tailor conversations and identify the right decision-makers within each organisation.

• Work closely with the Director of Marketplace on new opportunities to identify the need for technical or subject matter expertise where required to progress the decision-making process.

• Maintain high level of outbound activity to pro-actively reach-out to customers to promote and educate them on OFA solutions.

• Guide partners to achieve data completeness and data quality (EPDs certificates product attributes environmental data).

• Partner with Solutions/LCA teams to onboard and refresh EPDs track renewals and versioning and reduce data gaps and collect structured product feedback prioritise with Product and pilot new features with targeted accounts.

• Deliver value to your customers through consultative questioning and active listening to understand their challenges and opportunities before recommending solutions.

• Compose value-driven business proposals for 2050 Materials and other OFA solutions tailored to individual client requirements.

• Support the onboarding process and ensure smooth setup of product data materials lists and sustainability documentation and help customers interpret LCA insights carbon modelling outputs and material performance data.

• Deliver platform walkthroughs feature explanations and best practice guidance to ensure customers understand how to use 2050 Materials effectively for visibility compliance and sustainability reporting.

• Handle difficult challenging or complex negotiations.

Sales Strategy:

• Work with the Director of Marketplace to increase adoption and drive sales revenue through the implementation of a sustainable commercial sales strategy.

• Own a portfolio of enterprise supplier/manufacturer accounts with clear plans for retention expansion and advocacy.

• Lead QBRs/EBRs shaping joint success plans: data completeness marketplace performance lead quality and ROI.

• Identify and close upsell/cross sell opportunities (data services premium listings analytics integrations sponsored placements).

• Collaborate with the Product team to be the voice of customers feeding back and contributing customer insight to drive the development of 2050 materials and OFA solutions. Collaborate with Buyer Success Marketing and all other stakeholders to ensure we deliver a best in class solution and service to our customers allowing them to fully adopt our data driven solutions.

• Work closely with the SDR Team to share best practice and assist them with materials such as cold calling scripts discovery questions and qualification criteria.

• Gather and share critical market intelligence through conversations with both prospects and existing customers. Report any gathered trends updates on competitor landscape and market intelligence directly to the Director of Marketplace.

Reporting and Analysis:

• Adhere to key performance indicators (KPIs) ensure all sales activities with prospects and existing customers are logged in the Salesforce (CRM) solution.

• Provide detailed reporting of client interactions demonstrations and onboarding sessions to ensure that all teams can progress opportunities and problem solve collaboratively.

• Ensure sales opportunity pipeline is effectively managed within Salesforce (CRM) to provide accurate stage-by-stage forecasting to Management as the sales cycle progresses.

Knowledge Skills Experience and Qualifications:

• 7 years of Senior Sales / Account Management/ Sales within a SaaS / DaaS business delivering complex solutions to ensure high level client retention and growth.

• Clear understanding and knowledge of how digital and sustainability teams within AEC organisations evaluate and adopt data solutions including the ability to navigate technical discussions around carbon data API integrations and environmental reporting workflows.

• Demonstrable experience of having sold LCA tools EPDs or material databases in previous roles.

• Experience and understanding of how to position and sell API integrations or data rich SaaS products.

• London or Southeast based preferable.

• Strong interest in sustainability and the built environment.

• Exceptional communication skills with excellent spoken and written English language skills.

• Natural drive to autonomously maintain sales activity levels.

• Proactive and self-sufficient lead generation.

• Have a strong commitment to accuracy and a high level of attention to detail.

• Have a natural ability to build rapport and nurture relationships with key stakeholders.

• High level presentation skills with the ability to provide engaging demonstrations across the OFA portfolio of solutions.

• Able to prioritise and perform effectively with accuracy under pressure.

• Dependable organised and able to follow through on commitments made to internal and external stakeholders.

• Able to work with ambiguity and enjoys a fast-paced working environment.

• Naturally inquisitive with a desire to learn how and why things work the way they work and what drives excellent customer and commercial outcomes.

• A natural team player who is also able to work individually.

What we offer:

As well as a career in a fast paced environment within a expanding business we also offer the below benefits as standard:

• Wellness fund or *Private Medical Insurance (dependent upon role)

• Pension

• Life Assurance x 3

• 25 days holiday plus 8 Bank Holidays

• Ongoing continual professional development (CPD)

• Holiday purchase Scheme up to 5 days

• 1 paid and 1 unpaid volunteering day

• 24/7 and 365 Days Employee Assistance Programme

• Team and company offsite events

• Specsavers eye care voucher

• Free Tea Coffee and fruit every week Basingstoke office