Summer 2016 - Graduate Trainee Program: Account Management Associate

We are currently seeking an Account Management Associate to workin our vibrant London office (centrally located in Holborn). The Account Management Associate (AMA) is a key supporting role of the CEB revenue team and is vital tothe success of our Account Management function. The AMA works closely with oneor several AMs, promoting and executing on various opportunities for focused touchpoints with new or existing clients. In addition to providing importantlogistical and administrative support to the AM, the AMA has an important partto play in tracking client utilisation within their pool of accounts, and willbe building relationships with various secondary client contacts to ensure CEBhas the opportunity to engage and impact in an inclusive and expansive fashion.

Responsibilitiesinclude, but are not limited to:

Client/Prospect FacingCommercial Activities

  • Manage service activity scheduling andlogistics, including orientation calls, on‐site presentations,visits to member institutions, service calls (welcome call, 90 day, 180 day),renewal conversations, team meetings and other service opportunities
  • Fulfil immediate in‐bound service,research and networking requests on behalf of client institutions
  • Assist the Account Manager by providingadministrative support. This may include confirming upcoming meetings, calendarmanagement and scheduling follow‐up phone calls
  • Seek to engage with secondary points ofcontact in client organisations to help drive consensus based decision makingand manage service delivery to them
  • Identify, pursue and secure appointments withnew leads for prospect or cross‐sell opportunities
  • Build on lead generation by outbound cold‐callingEurope’s Senior Most Executives to schedule live business meetings on behalf ofthe Account Manager
  • Support revenue generation by tracking andpursuing invoice payments and contract details
  • Recruit and retain members to CEB serviceevents (conferences and teleconference)

Non Client – Facing CommercialActivities

  • Manage critical activities and logistics forservice activities to ensure the Account Manager is fully prepared and briefedwith relevant research and information
  • Track client service activities for accounts,ensuring integrity of member data; prepare service utilisation reports anddocument client interactions (call / meeting notes)
  • Prepare comprehensive and tailoredinformation packs for the Account Manager prior to client/prospect meetings
  • Support the cross / up sell process withadministrative assistance
  • Support account renewal/new business process(paperwork, renewal booking)
  • Coordinate and manage critical activities formajor client events (mail merges, invitation preparation, attendee materials)

A successful candidatewill possess:

  • Undergraduate degree qualified (anydiscipline)
  • Ideally a minimum of 9 months experience in asales / client facing role (insidesales, prospecting, sales support, customer support), and able to demonstratean exemplar service ethic whilst contributing to individual and team goals
  • Goal and action orientated with ability anddesire to work towards revenue targets within a team environment
  • High level of comfort and determination whendealing with challenging situations, i.e. objection handling, overcominggatekeepers etc.
  • Solid organisation, multi‐tasking andprioritisation skills
  • Forward thinking and solutions orientatedapproach at all times
  • Strong communication skills, both verbal andwritten with the ability to engage a senior – level audience
  • Strong MS office (Word, Excel, PowerPoint)skills are required, and any knowledge of CRM databases (such asSalesforce.com) would be an advantage

1. CEB is a best practice insight and technology company. Inpartnership with leading organizations around the globe, we develop innovativesolutions to drive corporate performance. CEB equips leaders at more than10,000 companies with the intelligence to effectively manage talent, customers,and operations. CEBis a trusted partner to nearly 90% of the Fortune 500 and FTSE 100, andmore than 70% of the Dow Jones Asian Titans. More at cebglobal.com.

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