Job Title: Account Manager
Location: Spain, Madrid - Hybrid
Salary: €40,000 - €60,000 + Bonus + Benefits
Role Responsibilities:
Relationships:
• Manage and develop relationships with key stakeholders in the buyer organisations
• Support the buying organisations (more than one, mid-tier accounts) to increase penetration in these organisations, including helping buyers that do not actively use the platform
• Be a customer advocate and drive buyer engagement
• Track and ensure resolution of any service problems or issues highlighted by the customer
• Resolve issues escalated by Inside Sales Executives
• Support Key Account Managers to coordinate local relationships
Revenue:
• Cross-sell and upsell additional products which could add additional value to the customer
• Leverage relationships to support growth broadening and deepening of account penetration in other geographies and sectors across geographies and products
• Create and maintain detailed account plans and deliver against them
• Work with community managers to ensure growth of community revenue base as well as with key account managers for large satellite offices for the key accounts
Retention:
• Ensure that capabilities, products, and services are being leveraged to best effect to provide value to the customer (leverage analytics where relevant)
• Manage proactively the Buyer renewal process including supporting negotiations and contracting
• Ensure reasons for deciding not to renew are understood, mitigated if possible and fed back to relevant stakeholders
Campaigns:
• Deliver and support buyer sponsored campaigns
• Initiate kick-off workshops and track & report progress, working in partnership with the customer to resolve escalations
• Co-ordinate internal teams to achieve desired customer outcomes
Drive & Motivation:
• Addresses multiple demands without losing focus or energy
• Increases efforts in the face of difficulties or obstacles and recovers quickly after setbacks
• Remains calm and focused during stressful or challenging situations; concentrates only things they can control or influence
• Encourages others during challenging times with their positive, can-do attitude
Influencing:
• Have a firm grasp of organisational politics within customers’ organisations and manages these effectively to gain positive results
• Successfully employs more than one influencing strategy or tactic when trying to persuade others
• Effectively employs bold, unusual or dramatic steps to persuade and convince others
• Rehearses or role-plays conversations or presentations to get feedback on their intended approach
• Anticipates the effect of their approach on others
• Overcomes objections and resistance by demonstrating their case
Customer Focus:
• Shows a clear understanding of the different customers and their needs
• Works collaboratively with customers to establish expectations and needs and agree service delivery levels
• Treats all customers as individuals and take pride in delivering a personalised, high-quality service
• Brings people together from different teams to address barriers to excellent customer service
• Use communication styles that are appropriate to the needs and interests of customers and stakeholders
Achieving Results:
• Delivers results and meet or exceed targets, all within agreed deadlines
• Is accountable for own area
• Engages in the team planning process by proactively setting personal (and/or team) objectives
• Identifies opportunities to improve the way work is organised and flows within the team
• Creates systems or processes by which help the team work more efficiently and cost effectively
• Spots opportunities to reduce or manage costs more effectively within their area
• Takes account of stakeholders needs and translates goals into practical, efficient and effective operational plans
Supporting Colleagues:
• Actively participates in knowledge sharing and cross-functional networking groups
• Sets up systems and processes by which useful information or intelligence can be shared
• Makes appropriate information and knowledge available promptly to those who have a need
• Recognises and capitalises on the opportunities and knowledge presented by the diversity across different teams
Ideal Experience:
• Consultative selling preferred but not required
• Formal account management practises, eg. stakeholder mapping, account planning, forecasting preferred but not required
• Negotiation skills preferred but not required
• Fluent in at Spanish and English
• Additional languages beneficial