Job Purpose:

To develop and manage Acuity RM’s new business activity & success in designated verticals, to ensure Acuity RM extends its position as the leading software provider in the Risk Management market

Key Responsibilities

• Take ownership of and deliver against agreed objectives, revenue and budget targets
• Collaborate on all aspects of the New Business strategy and plan maximising and enhancing all lines of New Business revenue
• Take Acuity “up the food chain” into larger accounts
• Create, develop and build a strong pipeline of business to deliver a predictable and growing revenue stream in line with agreed targets and timings
• Optimise New Business conversion from a volume, value and timeline perspective
• Maximise the penetration of Acuity RM’s products and services across segments
• Identify and orchestrate the Acuity RM’s resources necessary to deliver success to our prospective customers
• Identify and segment Customer needs for new Products and their Development
• Conduct regular account reviews and planning sessions with management and other team members

Skills and Experience

• 3-5 years demonstrable track record of new business success within the GRC, IRM or related risk market
• Proven experience in closing deals with values in excess of £100K ACV
• Ability to lead and navigate through large complex deal cycles.
• Ability to work with all levels, both internally and externally to get the best out of people.
• Orchestrates peer to peer relationships and understands the value these can bring.
• Ability to focus on the things that will make a material difference to their / Acuity’s performance and not be distracted.
• Proven experience in presenting high quality, professional proposals, client facing   documentation and presentations to senior audiences.
• Strong commercial acumen with the ability to understand client challenges and build acceptable propositions to help solve those.

Aptitudes

• Proven and imaginative influencer
• High energy: does not accept barriers to achieving goals
• Practiced and effective listener
• Time Management: organised with attention to detail and accuracy embedded in working practice
• Problem Solving: Independently, or collaboratively using others’ abilities to best effect
• Ability to demonstrate good interpersonal and relationship management skills
• Ability to communicate effectively at strategic and operational levels both verbally and in writing with internal clients as well as external partners
• The ability to present to audiences in a concise and articulate manner
• Likes the challenge and change within a smaller, fast-growing business.

Key Performance Indicators

• Orders in / Annual TCV
• Key sales activity
• Pipeline velocity