Account Manager, Job Description

Role: Account Manager
Reporting line: CRO

Role Summary

Our client is the leading provider of unattributed, qualitative feedback for all three sides of the investment community (Buy side, Sell side and Corporates). Their rankings are internationally recognised as the measure by which many investment professionals in the financial industry benchmark performance.

The business has evolved from a Research & Rankings offering to providing detailed data and advisory output that delivers actionable intelligence to the investment community. Results are delivered to clients through a sophisticated data analytics dashboard.

Account Managers are the core sales roles within the wider GTM function. They manage a defined book of business of existing customers with primary responsibility for delivering recurring revenues in line with their allocated growth targets. They achieve this through strategic account planning, proactive customer engagements, value delivery, a highly commercial customer centric mindset and relationship building.

To be successful in this role you will need to combine the abilities of a trusted advisor with a natural closer mentality.

Principal Responsibilities:

• Develop and deepen multiple relationships within your assigned accounts and a deep understanding of the pain points and the application of the company's solutions.
• Maximise account growth through price increase, upsell, cross sell and mitigating churn.
• Structure quotes and follow a defined, multi touch customer outreach process to ensure account renewals are executed in advance of expiry, targeting 60 days prior to renewal date.
• Proactively identify new business opportunities into existing accounts.
• Manage customer procurement processes expediently to remove friction in contracting.
• Be the first point of contact for customer inquiries and issues.
• Continually monitor customer requirements, usage, priorities and opportunities.
• Onboard new customers and ensure they derive the most value from the company's solutions.
• Work collaboratively with marketing, product development and customer success teams to execute on the value creation plan and tailor solutions to customer needs.
• Create strategic account plans on a quarterly basis, highlighting opportunities for growth and potential areas for risk.
• Utilise CRM and other revenue technology systems to efficiently manage outreach and sales workflows.
• Maintain an accurate pipeline and customer records within CRM in real time.
• Deliver accurate forecasts and insightful commentary to commercial leadership every week.

Knowledge, Experience and Skills:

• Proven track record of consistent overachievement against sales targets.
• Verified ability to understand and take ownership for B2B sales performance metrics (net growth, price increase, average contract renewal dates).
• Strong communication and interpersonal skills to build relationships internally and externally.
• Excellent objection handling skills; remain calm under pressure.
• Strong understanding and application of MEDDICC, BANT, Challenger or other B2B sales methodologies.
• Highly proactive and strategic in customer outreach; an ability to work smart as well as hard.
• A strong growth focused mindset.
• A natural forward planner who critically assesses own performance.
• A good understanding and interest in financial markets and investor relations.
• IT literate; knowledge of Microsoft Office, Salesforce and business intelligence platforms.
• Passionate about data and strong attention to detail.
• High levels of integrity and skilled at building relationships based on trust are essential.

Required Track Record:

• Consistent track record of best practice B2B account management essential.
• Proof of successful target attainment and KPIs in retention rates, cross sell and upsell.
• Evidence of a strong grasp of own performance metrics and sales numbers essential.
• Experience with data sales into financial services preferable.