Location: Remote (UK-based, with travel required)
Reports to: Sales Director / Commercial Manager
Employment type: Full-time, permanent
Sofco are looking for a driven, commercially-minded Account Manager / Business Development Manager to join our team in a remote capacity. This is a dual-focus role, split between:
-
Winning new business - proactively identifying, targeting, and converting new customers through outbound activity, networking, and industry events.
-
Growing and protecting our existing client base - deepening relationships, identifying upsell and cross-sell opportunities, and ensuring high levels of retention and satisfaction.
You'll be comfortable managing a portfolio of accounts day-to-day while also picking up the phone to open doors with prospects who've never heard of us. This is a role for someone who is equally motivated by nurturing relationships and by the thrill of the chase.
-
New Business Development - Build a healthy pipeline of new prospects and convert them into long-term customers, contributing to agreed new business revenue targets.
-
Existing Account Growth - Maximise revenue and value from the current account base through proactive account management, regular contact, and identification of new opportunities within accounts.
-
Generate new business leads through outbound prospecting, including cold calling, email outreach, and LinkedIn/social selling.
-
Research and identify target companies and decision-makers within defined verticals/territories.
-
Arrange and conduct new business meetings (virtual and face-to-face) with prospective clients.
-
Develop and deliver compelling sales presentations and proposals tailored to prospect needs.
-
Manage the end-to-end sales process from first contact through to close, including negotiation and contract sign-off.
-
Build and maintain a robust, accurately-forecasted new business pipeline in the CRM.
-
Own and manage a portfolio of existing client accounts, acting as the primary point of contact.
-
Build strong, trusted relationships with key stakeholders at each account.
-
Proactively identify opportunities for upselling, cross-selling, and expanding share of wallet within existing accounts.
-
Conduct regular account reviews (virtual and in-person) to understand client needs and satisfaction.
- Monitor account health and address any risk of churn early, working cross-functionally to resolve issues.
-
Maintain accurate account plans and revenue forecasts.
-
Represent the company at trade shows, exhibitions, and industry events, both as an attendee and where required on a stand.
-
Proactively arrange meetings with prospects and existing clients around event attendance to maximise ROI on travel and time.
-
Stay current on industry trends, competitor activity, and market developments to inform account and prospecting strategy.
-
Build a personal network within the industry to support long-term business development.
-
Maintain up-to-date, accurate records of all account and prospect activity in the CRM.
-
Provide regular pipeline, forecast, and account performance updates to management.
-
Contribute to sales and marketing planning, sharing market and client feedback.
-
Proven experience in a combined account management and business development / sales role, ideally B2B.
-
Demonstrable track record of hitting or exceeding new business and account growth targets.
-
Confident and resilient with cold calling and proactive outbound prospecting - genuinely enjoys initiating new conversations.
-
Strong relationship-building skills with the ability to manage stakeholders at multiple levels, including senior decision-makers.
-
Excellent verbal and written communication skills; confident presenting to clients and prospects.
-
Highly organised and self-motivated - able to manage a varied workload independently in a remote-working environment.
-
Willingness and ability to travel regularly for client meetings and trade shows/events (including occasional overnight stays).
-
Full, clean UK driving licence.
-
Experience within sofco's specific industry - e.g. Supply Chain within Food & Beverage & Retail supply
-
CRM proficiency (HubSpot).
-
Existing network of contacts within relevant target verticals.
-
Experience exhibiting at or organising attendance for trade shows.
-
Competitive base salary + commission/bonus structure tied to new business and account growth.
-
Fully remote working with flexibility, supported by regular team check-ins.
-
Travel and expenses covered for client visits and events.
-
Pension, healthcare, holiday entitlement, laptop/phone, other standard benefits
-
Genuine autonomy and ownership over your territory/account base.
-
Support from a collaborative marketing and sales team to help generate leads and content for prospecting.
