Account Manager UK

Purpose: Responsible for extending and further developing relationship network beyond the librarian and drive revenue potential to the maximum while reaching high customer satisfaction levels. Will handle relationships at all different levels, Librarians, Research Office, Deans, Authors and End users. Works within a dedicated account team including product specialist and marketers.

Organizational context
Work closely with Tier R&E Regional Sales Director and Account team, Liaise with Sales Support, Product Development.

Reports directly to Regional Manager North Europe

Key Result Area (KRA)

KRA 1- Customer relations

• Manages the full stakeholder map around the key accounts
• Improve customer relations and customer satisfaction
• Work together with customer in their strategies
• Discover and report customer's needs to the organization
• Represent the company at customer events
• Grow customer loyalty and satisfaction

KRA 2 - Account Management

• Develop and execute an Account strategy
• Monitor the stability of key accounts, i.e. market share, market image, financial liability, IT infrastructure
• Monitor and execute consistent sales standards and tools (Account Planning, PIM, Cockpit, Stakeholder Mapping)
• Manages limited number of accounts and establishes frequent contact with key customers by phone, at place of business and industry events
• Lead negotiations
• Prepare monthly reports, document sales results and forecasts
• Update timely CRM and Miller Heiman LAMP
• Prepare and conduct effective sales presentations
• Participate in tradeshows and conference

KRA 3 - Revenue/cost responsibility

• Responsible for a revenue budget
• Responsible for T&E budget
• Responsible for Marketing budget
• Deliver current portfolio growth of a determined % per annum
• Responsible for active renewals on consortia level

KRA 4 - People Management

• Involve and engage the sales team in his/her activities: Products Sales Manager, Account Development Manager and product organization
• Coordinates activities with sales support and ehelpdesk
• Develop relationship with Finance and Business development for future support of the business
• Work together with publishing and the global academic relations team for providing more valu to the customer
• Supports global collect for getting payments in timely
• Participate, coordinate and support Consortia Renewals with RF teams

• Proven sales track record of +/- 3 years in a B2B sales account management role; tactical account development and strong negation skills
• Interest and affinity with the scientific world
• Interest in research evaluation and excellence
• Master level education, MBA would be a pre
• Multi-cultural awareness
• Strong communication (verbal and written) and presentation skills
• Excellent knowledge of English and other European languages

Competencies

• Sales ability - Using appropriate interpersonal styles and communication methods to gain acceptance of a products, service or idea from prospects and clients.
• Customer Focus - Making customer and their needs a primary focus of one's actions; developing and sustaining productive customer relationships
• Building customer loyalty - Effectively meeting customers needs; building productive customer relationships; taking responsibility for customer satisfaction and loyalty.
• Building Partnerships - Identifying opportunities and taking action to build strategic relationships between one's area and other areas, teams, departments, units or organizations to help achieve business goals.
• Contributing to team success - Actively participating as a member of a team to move the team toward the completion of goals.
• Building trust- Interacting with others in a way that gives them confidence in one's intentions and those of the organization.
• Information Monitoring - Setting up ongoing procedures to collect and review information needed to manage an organization or ongoing activities within it.