Job Title: Account Manager

Location: South Europe (Madrid office, 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 preferred but not required, additional languages beneficial