Senior Account Manager - Corporate Segment - Online Information Products

Job Title: Senior Account Manager, Corporate

Reports To: Head of Corporate Segment, South Asia

Location: Mumbai

Role Type: Individual Contributor

Job Summary:

The role of the Sr. Account Manager is to drive sales for the business in identified strategic accounts PAN India through customer visits to current clients and potential customers. This role will focus on large conglomerates and groups headquartered in India and will require selling to significant stakeholders in these accounts, creating an influencer network with multiple touch points. This role will effectively manage and develop customers within strategic accounts and use key account framework to sell into these accounts. It will involve promoting wide ranging information products in scholarly research, intellectual property, brand establishing and protection products. The individual will be supported by marketing and prospecting teams with the overall goal of achieving demanding but realistic targets.

Job Description:

- Typical responsibility of senior account manager will include sales planning, utilizing local as well as global solution consultants to influence in accounts, conducting meetings, taking up on tough accounts, relationship building with loyal and voluminous accounts, formulation of competitive strategies, and promoting customer retention programs.

- Prepare detailed account engagement plan with senior stakeholders

- Sell online information products and software, primarily in intellectual property, scholarly research, brand establishing and protection products, to CXOs, Executive Directors, Management teams, R&D Leaders, Intellectual Property, Strategy and other functions with identified accounts.

- Achieve new business sales and current revenue retention targets and focus on retention products

- Devise and implement strategies to develop the defined accounts and generate new sales

- Promote and sell our products to identified strategic accounts - this involves site visits, preparing written proposals, explaining, positioning and demonstrating products, phone and email contacts, as well as exhibit activities.

- Develop and maintain strong customer relationships

- Sell in a consultative sales environment

- Deliver exceptional client service, on a consistent basis.

- Maintain an accurate and complete contact file in the sales automation system (CRM) as well as document all travel schedules, face to face meetings, phone and email contacts, and quotation activities.

- Maintain and update sales progress reports and other administrative reporting mechanisms according to agreed timeframes. Prepare regular sales reports and forecasts as required, including sales pipeline.

- Develop thorough knowledge of client's needs; understand customer workflows and what is important to their business.

- Undertake any other reasonable duties as requested by your manager on a permanent or temporary basis.

Qualifications:

- Minimum of 10 years of business-to-business sales experience in a consultative selling environment, preferably in the information or digital space, with a consistent track record of generating and managing Indian strategic accounts (Tata, Reliance, Aditya Birla, etc.)

- Proven sales success with demonstrable over achievement of sales targets over several years

- Familiarity with navigating multiple levels of a client organization in order to establish contact with key decision makers

- A team player who is independent and takes initiative in ensuring results

- Demonstrable experience of deploying customer driven approach and good customer management skills

- Excellent written, verbal, interpersonal, presentation and negotiation skills.

- Ability to effectively identify new opportunities, negotiate, generate and defend business revenue.

- Willingness to travel

- Exposure in selling to multiple industries and Indian companies as well as MNCs would be an added advantage