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SME Account Manager - Upsells and Retention
Every person on the team last year achieved over 105% of quota!!
Offering complex suite of products to the pharma industry
About Our Client
My client, provides specialist data, intelligence and insight to our customers, helping them make better decisions, gain competitive advantage and enhance return on investment. BI has a valuable portfolio of digital subscription products, providing business critical intelligence to global, regional and niche communities within five core industry sectors: Pharma & Healthcare; Finance; Telecoms, Media & Technology; Maritime & Law and Agribusiness & Commodities.
* Achieving and exceeding revenue targets and sales objectives * Create an account plan for all your existing and target accounts (roughly 300 accounts throughout the year), including; organization profile; contacts by department; strategy for growth; objectives; and implementation schedule * Grow your existing customer base, by up-selling and cross-selling our range of services * Quickly become credible in speaking the "Pharma language" and learn persona-based selling, to approach and work with each client in the most effective manner * Present to and negotiate with senior executives * Cement key relationships and be the principle commercial contact between the client and your assigned customer base * Develop and maintain improved sales strategies to manage accounts efficiently * Use Salesforce.com to create and update account profiles and track communication metrics * Report back from customer training sessions; recording customer feedback, gathering customer intelligence and follow-up as required
The Successful Applicant
* Highly motivated top performer, looking to take the next challenge in your field of expertise * Proven track record of outstanding Account Management performance - Needs to demonstrate consultative selling style * 1-3 years' experience in Account Management / New Business Sales (selling into and knowledge of the Pharmaceutical/Biotechnology vertical is a plus but not a requirement) * Competitive, results-driven and solutions-orientated with a strong work ethic, high levels of confidence and integrity * A customer centric approach and excellent customer management skills * Demonstrates ability to develop long-term customer relationships with a wide range of clients, from end users to senior executives of multi-national corporations * Ability to consult with clients and solve challenges by selecting and demonstrating our most appropriate service(s) * A self-starter with a commercial focus as well as strong inter-personal and communications skills * Ability to articulate complex solutions in a simple and coherent manner * Outgoing, confident and engaging * Accountable and receptive to advice and constructive criticism
What's on Offer
* Competitive Base Salary * Very team focused (all for one, one for all environment) * Great Benefits!! * Office right next to Grand Central * Exciting products with room for growth within company * Great mentoring and company leadership