Location :
South Europe (Madrid office, Hybrid)Salary :
€40,000 - €60,000 + Bonus + BenefitsRole Responsibilities :
Relationships :
Manage and develop relationships with key stakeholders in the buyer organisationsSupport the buying organisations (more than one, mid-tier accounts) to increase penetration in these organisations, including helping buyers that do not actively use the platformBe a customer advocate and drive buyer engagementTrack and ensure resolution of any service problems or issues highlighted by the customerResolve issues escalated by Inside Sales ExecutivesSupport Key Account Managers to coordinate local relationshipsRevenue :
Cross-sell and upsell additional products which could add additional value to the customerLeverage relationships to support growth broadening and deepening of account penetration in other geographies and sectors across geographies and productsCreate and maintain detailed account plans and deliver against themWork with community managers to ensure growth of community revenue base as well as with key account managers for large satellite offices for the key accountsRetention :
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 contractingEnsure reasons for deciding not to renew are understood, mitigated if possible and fed back to relevant stakeholdersCampaigns :
Deliver and support buyer sponsored campaignsInitiate kick-off workshops and track & report progress, working in partnership with the customer to resolve escalationsCo-ordinate internal teams to achieve desired customer outcomesDrive & Motivation :
Addresses multiple demands without losing focus or energyIncreases efforts in the face of difficulties or obstacles and recovers quickly after setbacksRemains calm and focused during stressful or challenging situations;
concentrates only things they can control or influenceEncourages others during challenging times with their positive, can-do attitudeHave a firm grasp of organisational politics within customers’ organisations and manages these effectively to gain positive resultsSuccessfully employs more than one influencing strategy or tactic when trying to persuade othersEffectively employs bold, unusual or dramatic steps to persuade and convince othersRehearses or role-plays conversations or presentations to get feedback on their intended approachAnticipates the effect of their approach on othersOvercomes objections and resistance by demonstrating their caseCustomer Focus :
Shows a clear understanding of the different customers and their needsWorks collaboratively with customers to establish expectations and needs and agree service delivery levelsTreats all customers as individuals and take pride in delivering a personalised, high-quality serviceBrings people together from different teams to address barriers to excellent customer serviceUse communication styles that are appropriate to the needs and interests of customers and stakeholdersAchieving Results :
Delivers results and meet or exceed targets, all within agreed deadlinesIs accountable for own areaEngages in the team planning process by proactively setting personal (and / or team) objectivesIdentifies opportunities to improve the way work is organised and flows within the teamCreates systems or processes by which help the team work more efficiently and cost effectivelySpots opportunities to reduce or manage costs more effectively within their areaTakes account of stakeholders needs and translates goals into practical, efficient and effective operational plansSupporting Colleagues :
Actively participates in knowledge sharing and cross-functional networking groupsSets up systems and processes by which useful information or intelligence can be sharedMakes appropriate information and knowledge available promptly to those who have a needRecognises and capitalises on the opportunities and knowledge presented by the diversity across different teamsIdeal Experience :
Consultative selling preferred but not requiredFormal account management practises, eg. stakeholder mapping, account planning, forecasting preferred but not requiredNegotiation skills preferred but not requiredFluent in at Spanish and English preferred but not required, additional languages beneficialJ-18808-Ljbffr
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