Account Manager

Job Description:

About the Team:

B2B and Operations provides services solutions and support to a wide range of customers including financial institutions corporations universities government agencies executives and business professionals.

About the Role:

The role of the Account Manager is to manage a book of business and prospect for new business. This means the Account Manager is responsible for all aspects of the relationship with a defined set of customers. The number of companies managed by an Account Manager will typically be around 100-150 accounts depending on geography and industry sectors covered.

The Account Manager is responsible for retaining and growing the existing contract revenue (in existing buying centers) within their set of customers. The Account Manager will also initiate sales activity with new buying centers (either independently or working with Sales Specialists).

Client relationships are built and maintained via telephone email and in-person meetings. An ability to develop strong business relationships in a phone-based and in person-based environment is crucial to the success of this role.

The successful Account Manager will retain business within the established customer base work to develop opportunities and display a strong level of business understanding for the industries covered in their set of customers.

You Will:

• MEET NEW BUSINESS TARGETS: Generate new streams of Dow Jones revenue through sales of products and services which address prospects business needs.
• RETENTION: Retain Dow Jones contract revenue in the assigned set of customers and ensure the Dow Jones products and services address customers business needs.
• RELATIONSHIPS: Maintain good levels of customer satisfaction through regular communication with all customers and build solid working relationships with each customer.
• RENEWALS: Develop and execute a plan to manage all account renewals initiating communication with the client at the right time and fulfilling contractual obligations for providing account information to the client.
• IDENTIFY PROSPECTS: Complete territory analysis to identify potential buying centers plus the specific roles and individuals to be prospected. Develop and execute a plan to grow your territory by understanding the complete suite of Dow Jones products and successfully take them to market.
• ACCOUNT MANAGEMENT: Responsible for all areas of account management including the development of good account understanding understanding clients businesses and resolving issues in a timely manner; understand competitor solutions the client is using and the clients current and developing needs.
• ROLLOUT AND ADOPTION: Ensure appropriate levels of customer training and awareness are provided through your own means and partnering with the Client Engagement team.
• DEVELOP OPPORTUNITIES: Identify opportunities for increased revenue within the set of accounts (up-selling and possibly cross-selling) and engage with Sales Specialists to bring to close.
• TEAMWORK: Work on retention initiatives for selected customers with the extended sales team.
• PRODUCT KNOWLEDGE: Clearly express the value proposition and benefits of the Dow Jones products and solutions and use this knowledge to help increase the value and adoption of our solutions by the client.
• FORECASTING: Manage Sales Forecast and Pipeline to ensure clear reporting of forthcoming renewals additional sales opportunities plus the associated revenue and timescales.
• MANAGING ACCOUNT INFORMATION: Maintain accurate and appropriate client records within the global CRM system to provide timely management information.

You Have:

• Strong time management skills with an ability to develop and implement effective systems for managing administrative tasks and tracking progress against appropriate activity goals.
• Strong results orientation with the commitment and drive to achieve a new business goal in a demanding and competitive business environment.
• Ability to prioritize tasks and customers to ensure time is maximized for revenue-retaining activities and the most important customers receive an excellent level of account management.
• Excellent communication skills (listening questioning written and verbal) to ensure the Dow Jones value position is clearly articulated to prospects a persuasive business case is presented and a professional image always conveyed.
• Exceptional negotiation and closing skills to manage renewals and upsell/cross sell additional solutions.
• A minimum of four years sales experience and a proven track record of success in selling solutions to corporate or financial customers.

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