Senior Account Director at Coates Group

Be Part of Our Next Chapter    For over almost 60 years, our solutions have enabled impactful connections between some of the world’s leading brands and their customers. And while we’ve already done a lot of work we’re proud of, we’re just getting started! We’re a global technology company focused on creating dynamic, smart, personalized and engaging customer experiences powered by our range of digital hardware, our proprietary content management system and our industry leading signage solutions. (For example: If you’ve ordered in-store or in the drive-thru at McDonald’s somewhere in the world in the last few years, chances are you’ve interacted with our digital solutions.) We work in over 50 global markets and have 9 offices around the world, with a global headquarters proudly located in our founding home of Sydney, Australia.   Coates Group has the values of a family-owned business and the innovative spirit of a start-up, both which fuel our purpose – Creating Connections. Empowering Partnerships. Always Evolving.  Through hard work, dedication and creativity, we’ve become industry leaders who have won awards and set records while remaining focused on continual growth and evolution. We are a 2x Australia Good Design Award winner and successfully completed the largest hardware deployment in Quick Service Restaurant history. We are curious, charismatic, authentic and we value and leverage the diversity of our crew. We are imaginers, kindness enthusiasts, experts, creators, thinkers, challengers, collaborators and over-achievers. And together, as a Crew, we are revolutionizing the way the world’s leading brands leverage technology to drive the best customer experiences. As a Senior Account Director for our technology company, you will play a pivotal role in driving technology delivery and fostering account growth within our client base. This position combines a deep understanding of our technology solutions with exceptional client relationship management skills to ensure successful project implementation and sustainable business expansion. Accountabilities: • Client Relationship Management: Cultivate and maintain strong, long-term relationships with key client stakeholders, understanding their technology needs and aligning our solutions accordingly. • Technology Solution Expertise: Develop an in-depth understanding of our technology products and services, staying current with industry trends, and effectively communicate their value to clients. • Account Strategy: own account strategy planning, delivery, and completion to drive account growth in alignment with organizational priorities and client insights. • Account Growth: Identify opportunities for account growth and collaborate with cross-functional teams to formulate strategies for upselling and expanding our technology solutions within existing client accounts. • Project Oversight: Act as the primary point of contact for client projects, ensuring successful delivery by coordinating with project managers, technical teams, and other stakeholders. • Consultative Selling: Employ a consultative approach to understand client pain points, challenges, and objectives, proposing tailored technology solutions to address their unique needs. • Revenue Generation: Meet and exceed sales targets, driving revenue growth by effectively selling technology solutions, upselling, and cross-selling additional services. • Market Research: Stay informed about industry trends, competitive offerings, and emerging technologies to identify new business opportunities. • Reporting and Forecasting: Maintain accurate records of client interactions, sales activities, and forecasts, providing regular updates to management. • Negotiation: Lead negotiations on pricing, contracts, and terms to ensure mutually beneficial agreements with clients. • Customer Advocacy: Act as a client advocate within the organization, ensuring client satisfaction and addressing any concerns or issues promptly. • Team Leadership: resolution paths, escalation, and team professional development • Process Improvement: identify opportunities to improve, iterate, or tighten processes within AM and cross departmentally Capabilities: • Pipeline Management: Efficiently managing and tracking leads, prospects, and opportunities through the sales cycle using tools like Customer Relationship Management (CRM) systems. • Stakeholder Engagement: Engaging and influencing various Coates Group and external stakeholders to drive deals forward. • Contract Negotiation: Skilled at drafting, reviewing, and negotiating contracts to ensure they are beneficial and align with both parties' expectations. • Market Analysis: Analyzing market trends, competitive landscape, and customer feedback to align sales strategies. • Presentation Skills: Creating and delivering compelling presentations tailored to various audiences, technical teams, C-level executives, or end-users. • Forecasting: Predicting sales outcomes based on data, trends, and industry knowledge. This helps in setting realistic targets and strategies. • Cross-functional Collaboration: Working seamlessly with different departments, such as marketing, product, finance, and customer support, to ensure client satisfaction and deal closure. • Conflict Resolution: Addressing and resolving conflicts or issues that arise during the sales process, whether internal or with clients. • Financial Acumen: Understanding pricing strategies, discount structures, and financial terms to ensure profitability and value delivery. • Account Management: Ensuring existing clients are satisfied, upselling or cross-selling when appropriate, and addressing concerns. Qualifications: • Bachelor’s degree in business, technology, or a related field (Master’s preferred). • Proven track record in technology sales and account management, with at least 7 years of experience in a similar role. • Deep understanding of technology solutions and their applications. • Exceptional communication, negotiation, and presentation skills. • Strong analytical and problem-solving abilities. • Ability to work collaboratively with cross-functional teams. • Results-driven mindset and a commitment to meeting and exceeding sales targets. • Proficiency in CRM software and sales tracking tools. About Coates We are industry leaders who have won awards and set records. We are a 2x Australia Good Design Award winner and we successfully completed the largest hardware deployment in Quick Service Restaurant history. We are led by a forward-thinking CEO who has demonstrated a true passion for people and making Coates a place where people genuinely enjoy working. Our growth plans enable a focus on providing rapid career advancement opportunities for our talent. Together, we are creators, allowing us to make our purpose a reality – to create immersive brand experiences for everyone. Join a Crew that Cares Be part of a global team of talented, ambitious, creative people that value integrity, individuality and inclusivity. (Ask us about our Equality + Empowerment Initiatives). The benefits include an annual market competitive bonus program and our “Thrive Program” which includes a suite of flexible work options because we’re strong believers that you should never miss an important life or work moment. Thrive also provides dedicated time to prioritize our health and wellbeing (think virtual Yoga or meditation sessions), a Global Wellness paid day off to recharge as well as a “Give Back Day” to allow our Crew an opportunity to make an impact in the community. Be inspired To Be More We skip the red tape and aim to always stay nimble. We’re proud of where we’ve been and are energized by where we’re going. We encourage ideas and perspectives because we know the more we have, the better we are. We work hard but have fun along the way. We push the boundaries but keep it real and authentic. We believe in the values that got us here are the ones that will continue to lead us forward. We are excited by what we’ve accomplished, but know the best is yet to come. Coates Group is an Equal Opportunity Employer and does not discriminate on the basis of race, color, creed, national or ethnic origin, gender, religion, disability, age, political affiliation or belief, disabled veteran, veteran of the Vietnam Era, or citizenship status (except in those special circumstances permitted or mandated by law).  Fraud Alert: Employment Scam Advisory   It has come to our attention that unauthorised individuals are impersonating our company and reaching out to job seekers through fraudulent emails, falsely claiming to represent Coates. These emails often request personal information and appear to come from domains that are not affiliated with our organisation, such as coatesgroupcareer.com.    We take this matter very seriously. Coates has reported these incidents to law enforcement and is cooperating with the ongoing investigation. We are committed to protecting the integrity of our recruitment process and the privacy of our applicants.    Please be advised of the following: - Coates does not operate or communicate through any domain resembling "@coatesgroupcareer.com" - We do not contact employment candidates via email to solicit personal or financial information - All applications for employment must be submitted through our official website [Upgrade to PRO to see link] or directly through our LinkedIn profile: Coates Group - All emails from us will come from our official domain, which is [at]coatesgroup[dot]com or via our Applicant - Tracking System (ATS) email address, which is no-reply[at]hire.lever[dot]co    If you receive any suspicious communications purporting to be from Coates, we urge you not to respond, do not click any links, and do not provide any personal information. Your safety and trust are of the utmost importance to us. Thank you for your vigilance.