Key Accounts Relationship Manager (R-16207)

May 17

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Dun & Bradstreet

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Leading global provider of business decisioning data and analytics, enabling companies to improve business performance.

Finance • Credit & Risk • Marketing & Sales • Data Management & Analytics • Supply Management

5001 - 10000

Description

• Responsible for developing and maintaining D&B’s valuable National Key Account relationships • Opening, managing, and closing long term and complex solution-led sales • Understanding and developing value propositions with customers and prospects • Creating long term partnerships and owning the commercial relationships • Focused on Master Data Management; Credit Risk & Compliance Solutions; Sales & Marketing Solutions & Data Analytics • Successfully executing against a defined playbook to maximize retention and grow the portfolio through new business activity • Providing disinterested objective council to clients using the Challenger sale framework • Maximizing retention and realizing growth opportunities • Demonstrating the ROI of the commercial relationship and increasing share of wallet initiatives • Supporting clients to realize the full value of their D&B service • Managing and communicating progress against monthly targets via accurate and timely reporting and forecasting via CRM system (SFDC) & sales commitment meetings • Providing feedback from clients to assess potential new products and refinements to existing products. • Creating account plans for high potential customers and identifying growth opportunities • Ensuring maximum exposure of D&B products and services across selected targeted accounts and maintaining a robust opportunity funnel

Requirements

• 3+ years experience selling B2B data solutions • A track record of successful selling complex solutions at National Account level and demonstrating consistent individual over-achievement • A sound understanding of customer processes in marketing, sales, compliance, credit and purchasing essential • Experience of selling new business from referral through to fully managed accounts is essential. • Strong Relationship building skills and demonstrated ability to communicate and influence at “C” level -1 and at a senior level internally • Ability to coordinate a team-based approach to selling and account management • Proven ability to effectively manage multiple priorities and projects • Be able to clearly articulate the business goal behind the creation of any proposal or recommendation • The ability to think like a customer, intuitively understanding what the audience needs to know and how they want to consume it • Experience in using Microsoft Office software & Salesforce.com, required • This role will be based in our London Paddington office

Benefits

• Deliver an on or above target sales performance whilst consistently delivering against all core KPIs • Identify and evaluate new opportunities to close profitable deals, focusing specifically on up-sell, cross-sell as well as defined new business, whilst maintaining and growing core revenue, • Operate consultatively during the sales and buying cycle and present the best solution to the customer based on their business goals • Coordinate and leverage segment specialists and other D&B resources on target accounts • Building and maintaining ongoing partner level relationships across the customer organization • To role model team behaviors always