Key Accounts Director

Mercia Group (part of Wilmington plc) are looking for someone who knows how to build strong, lasting commercial relationships - and how to turn those relationships into meaningful, long‑term revenue.

You'll likely come from an accountancy or professional services background, or have significant experience selling into regulated sectors such as legal services, education or financial services. Either way, you're experienced in handling complex conversations and applying sound commercial judgement in environments where credibility matters. 

You take a considered, consultative approach to sales. You invest time in understanding your clients, use insight to surface real challenges, and shape tailored, value‑led propositions in response. This is predominantly a key account role, with most of your focus on managing, retaining and growing existing relationships, with a smaller element of new business. 

If you're looking to take ownership of high‑value client portfolio and play a strategic role in Mercia’s continued growth, we'd love to hear from you!

• →Drive the growth and retention of revenue across your portfolio.
• →Develop and leverage commercial and strategic partnerships to contribute to Mercia's wider growth strategy.
• →Work closely with a designated Client Success Manager to ensure world-class service for strategic clients and partners.
• →Build and maintain strategic B2B partnerships; demonstrate solution-selling expertise in regulated industries (accountancy, legal services, or education).
• →Manage your time and workload efficiently to meet activity targets.
• →Line manage and support a small team of Key Account Managers.
• →Prioritise activity across your portfolio to maximise the potential and long-term value of each account.
• →Negotiate commercially with clients, partners, and procurement teams to achieve mutually beneficial outcomes, consulting legal teams as necessary.
• →Build and maintain a pipeline of opportunities that grows year on year.
• →Collaborate with the product division on new solutions, pricing, and go-to-market materials.
• →Support the wider sales team in commercial negotiations, proposals, and client contracting.
• →Accurately capture and record client and partner interactions in Salesforce and other systems.
• →Convert proposals into successful deals and track performance metrics (conversion rates, pipeline growth, revenue retention/win).
• →Log client feedback, requests, and insights with the Product Department.

You will be at the heart of Mercia’s strategic growth, shaping partnerships with some of the biggest names in the accountancy profession while leading a small team and influencing the wider sales strategy.

Managing a high-value portfolio with multiple stakeholders and complex negotiations requires commercial agility, proactive problem-solving, and the ability to balance long-term strategy with day-to-day operational demands.

• Proven experience selling solutions within a regulated environment, such as accountancy, professional education or training.
• Demonstrable experience managing a portfolio of high‑value key accounts - typically up to 30 clients - with a clear focus on retention, growth and long‑term value.
• Experience operating at senior leadership level, with the confidence to engage credibly with SLT, board‑level stakeholders and executive decision‑makers, both internally and externally.
• Previous experience in line managing and coaching a Key Accounts or senior sales team. 
• A strong understanding of how to stay close to the commercial realities of the business, spotting opportunities for strategic partnerships and longer‑term growth.
• A positive, thoughtful and disciplined approach to sales, focused on understanding client needs and solving problems rather than transactional selling.
• A collaborative mindset and a willingness to share insight, best practice and experience with colleagues across the sales function.
• Flexibility to travel across the UK to meet clients and partners, with occasional travel further afield, and the ability to attend regular internal meetings in Leicester and London.

• Previous sales experience in the accountancy industry.

We know it’s not a skill, but the successful candidate must have permission to work in the role’s location by the start of their employment.

At Wilmington plc, we help global customers to do the right business in the right way - providing trusted data, insights, and education to navigate the Governance, Risk and Compliance (GRC) landscape.

When you join us, you’ll not only make a real difference for our customers, you’ll also enjoy flexibility through hybrid working and benefit from a wide range of learning, career, and development opportunities.

Whether you're just starting out, returning to work after a break, or looking to take your next step, you’ll be doing work with meaning.

Join us and make a real difference. Click on “APPLY” today!

The statements above are intended to describe the general nature and level of work performed by employees assigned to this role. Statements are not intended to be construed as an exhaustive list of all duties, responsibilities and skills required for this position.

*Please note that this role may remain advertised until an offer of employment has been made.

#LI-Remote