Head of Account Management

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Head of Account Management

Team - Commercial

Location - Cambridge, UK

Contract - Full-time, Permanent

Company Background

Sensize is on a mission to revolutionise the supply chain. Our technology allows reusable packaging companies to continuously track and monitor their assets. Sensize trackers gather information about location, inventory and product freshness. Our system improves supply chain efficiency, supports sustainability efforts and promotes optimal asset utilisation.

The global asset tracking industry is experiencing strong growth, driven by the increasing demand for efficient asset management across various sectors, including manufacturing, healthcare, logistics, and retail. In 2023, the market was valued at approximately USD 19.1 billion and is projected to grow significantly, reaching USD 54.3 billion by 2030. This reflects a robust compound annual growth rate (CAGR) of about 14.1% over the forecast period from 2024 to 2030.

The Opportunity

As the Head of Account Management, you will have a sole charge responsible for setting up and managing the entire account management area within our organisation, handling all accounts directly, and overseeing all customer relationships. This role requires a blend of high-level strategic thinking and attention to detail in execution. You will manage our client relationships, ensure their satisfaction, and drive business growth while also establishing the systems and processes necessary for scalable and compliant account management.

Main Responsibilities

• Account Management & Client Relationship:
• Serve as the primary contact for all Sensize accounts, ensuring their needs are met and expectations exceeded.
• Develop a deep understanding of clients' business objectives, challenges, and market dynamics to offer tailored solutions and identify opportunities for upselling and cross-selling.
• P&L Management:
• Manage the P&L for key accounts, including budgeting, forecasting, and ensuring cost-effectiveness of account management operations. Oversee the financial health of the account management function, ensuring that all activities contribute to the company's overall profitability.
• Strategic Development & Implementation:
• Set up the account management function from the ground up, including developing processes, tools, and frameworks.
• Develop and establish scalable credit control and invoicing systems that ensure timely payments and minimize outstanding debts.
• Account Development:
• Deliver the key account growth forecast, making sure the pipelines are healthy at all times.
• Identify and pursue opportunities for business growth within existing accounts, expanding the scope of services and increasing revenue.
• Lead contract negotiations, renewals, and pricing discussions with key accounts, ensuring favourable terms for both the client and the company.
• Systems & Process Development:
• Implement and manage CRM systems and other tools to track account health, client communications, and financial metrics.
• Establish and monitor KPIs for account management, customer success, and invoicing processes to drive efficiency and client satisfaction.
• Continuously refine and optimize account management and customer success processes to better serve clients and support scalable business growth.
• Invoicing & Payments Control:
• Oversee the invoicing process for key accounts, ensuring accuracy and timely submission.
• Implement effective credit control processes to manage and mitigate financial risk.
• Address any issues related to payments or account discrepancies independently, ensuring compliance with contractual obligations.
• Contract and Compliance:
• Draft, review, and manage client contracts, ensuring that all terms are clear, enforceable, and in compliance with relevant regulations.
• Ensure that all contractual obligations are met and oversee the legal aspects of account management as required.
• Global and Cross-Cultural Management:
• Manage relationships with clients and teams across different cultures and countries, ensuring that account management strategies are adapted to meet diverse needs.

Requirements

Skills and Experience

• Experience:
• Excellent experience in account management or sales management with a strong emphasis on handling key accounts.
• Previous experience in a startup environment, particularly in setting up and scaling account management functions or experience building a new organisation/account management/sales functionality is highly preferred,
• Proven ability to manage end-to-end account management processes, including customer success, invoicing, and negotiations, contracts, P&L, etc.
• Strong understanding of account management systems and account management tools.
• Experience in the tech, logistics, or IoT sectors is a significant advantage.
• Experience managing accounts across different countries and cultures.
• Technical Skills:
• Proficient in CRM platforms (e.g. Salesforce, HubSpot) and financial management tools related to invoicing and credit control (Xero).
• Strong analytical skills, with the ability to interpret data and drive strategic decisions.

Soft Skills:

• Self-Starter & Entrepreneurial Mindset:
• Highly motivated and able to work independently, with a proactive approach to problem-solving in a fast-paced startup environment.
• Entrepreneurial mindset with a passion for building and scaling processes from scratch.
• Ability to identify new opportunities and drive initiatives that support long-term growth.
• Strategic & Tactical:
• Capable of balancing high-level strategic thinking with hands-on execution in day-to-day tasks.
• Detail-oriented with the ability to set up and manage complex processes while keeping an eye on the big picture.
• Communication:
• Excellent communication and interpersonal skills, with the ability to build and maintain strong relationships with high-level clients and internal teams.
• Ability to clearly articulate complex ideas and strategies to both technical and non-technical audiences.
• Customer Focus:
• Deep customer empathy and a strong commitment to delivering exceptional customer experiences.
• Ability to anticipate client needs and proactively offer solutions that drive value.
• Adaptability:
• Resilient, adaptable, and able to thrive under pressure in a dynamic, ever-changing environment.
• Comfortable working with diverse teams and clients across different cultures and time zones.
• Flexibility to travel nationally and internationally.