What is the primary purpose of this role? How does it contribute to the achievement of Business objectives?
- The account manager is responsible for achieving assigned sales targets, ensuring customer retention ratios, maintaining profitable growth within his or her book of business, and executing on overarching sales and government objectives. He or she will own and drive strategic relationships on key accounts by managing the entire account-based sales/buying process from lead generation, qualification, lead nurturing, deal qualification, solution development/ presentation, through negotiations and close.
- Responsible for ensuring the customer´s needs are met and that services are provided to the highest standards.
What are the primary responsibilities and accountabilities of this role?
- Strategically develops, executes and maintains a growth-centric account plan and own overall strategy for revenue growth and retention.
- Retain customers by tracking usage, contracts up for renewal, and ensuring customer experience.
- Accountable for end to end service delivery and performance.
- Develop in-depth knowledge of designated accounts, including organizational structure, decision processes, their market environment and the customer's workflow and challenges.
- Act as a single point of contact for the customer and orchestrate the entire relationship within designated accounts.
- Establishes strong, long term government stakeholder (policy makers, decision makers, consultants, advisors, academia, and solution partners) relationships and identifies new business opportunities and maintain relationships with government stakeholders.
- Applies knowledge of business and its constituent workflows to conceive and position value-added solutions to promote sales and revenue growth.
- Responsible for forecasting and keeps management in touch with accounts in a timely fashion by gathering intelligence on competitor activity and providing feedback to other internal stakeholders.
- Maximizes Thomson Reuter's financial and strategic value for the customer, by aligning short term needs with longer term business strategies. – is this going too far? How senior do we want this role to be.
- Accurately captures and reports all aspects of account and opportunity information within a sales force automated (SFA) application.
- Works closely with a multidisciplinary team to customize product demonstrations and architect solution packages based on customer requirements.
- Maintains up to date product knowledge on all products and solutions and also vertical Ecosystem.
- Support Collection and Technology team in the connection with the customer to ensure successful implementation and healthy collection process.
Highlight the 3 or 4 key experiences that a successful incumbent would typically possess?
- Previous account management experience.
- 8 to 15 years previous direct sales experience (proven track record of quota attainment throughout sales career).
- 5 plus years' relevant industry experience with focus on central ministries, state governments, and judiciary ecosystem.
- Success managing strategic clients or accounts and dynamic account portfolios.
- 5 to seven 7 relevant product experience preferred.
- Previous solution selling experience.
- Engaging with government ecosystem with focus on partner engagement will be preferred.
Qualification / Education
Describe any licenses, certifications or educational experiences that are either required or helpful
in performing the role. Designate when required.
- Bachelor´s degree required.
Key competencies and skills
- Strategic and solutions focused.
- Ability to develop and execute an account plan.
- Strong understanding of customer and their business models and workflows.
- Proven ability and desire to aggressively pursue new business.
- Strong product knowledge.
- Excellent relationship building capability.
- Selling skills (identity, develop and articulate a complex proposition/consultative selling).
- Excellent negotiation skills.
- Excellent listening skills with an ability to uncover needs and identify opportunities.
- Problem solving and decision making ability --ability to understand, articulate, structure and solve client needs.
- Strong verbal communication, networking and relationship building skills.
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At Thomson Reuters, we believe what we do matters. We are passionate about our work, inspired by the impact it has on our business and our customers. As a team, we believe in winning as one – collaborating to reach shared goals, and developing through challenging and meaningful experiences. With over 50,000 employees in more than 100 countries, we work flexibly across boundaries and realize innovations that help shape industries around the world. Bring your ambition to make a difference. We'll bring a world of opportunities.
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To learn more about what we offer, please visit thomsonreuters.com/careers.
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