Senior Account Manager

Areas of responsibilityFull customer account management, including negotiating contracts and agreements to maximize profit (not limited to)Operate as the lead point of contact for all matters specific to your accountsBuild and maintain strong, long lasting customer relationships.Building and executing a retention and new business development strategy to grow and expand within new and existing customers including upsetting and cross-sellingAchieving revenue targets, proactively responding to inbound inquiries and self-generated leads based on market and product understandingAccurately positioning Informa Tech’s products, solutions and services as a solution for market and business challenges that meet the customers needsReporting accurate forecasting and performance metrics to key internal and external stakeholders, highlighting revenue risks and opportunitiesManage projects and engage in project management duties throughout the customer journey, working to carry out and deliver customer goals while meeting company goalsCoordinate with colleagues working on the same account to ensure consistent serviceKeep customer information/records up to date such as interactions, transactions, account plans and record on the Informa CRM system.Build a social media presence through social sellingLiaise with colleagues to keep your knowledge of new and existing products, services and solutions up to dateShare news and insight with all internal colleaguesProactively develop yourself, keep abreast of the changing landscape and have a personal development plan (IDP) utilizing the Informa Tech Sales Excellence CompetenciesKeep up to date with current market conditions and competitors' productsAttend key Informa and industry relevant competitor events.Work on projects across the business as and when requiredKnowledge & SkillsIndustry Knowledge and expertise of Events, Digital, Media and Marketing products, solutions, and services.Business AcumenBusiness acumen, basic understanding of the measures of the P&L plus the ability to understand the wider issues of the industry.Numeracy, review/manipulate data to draw conclusions and actionable takeaways.Developing and Executing customer account plans and accurate forecasting Engaging with complex stakeholders, building long lasting relationships, solution sellingUnderstands and drives the numbers to achieve targets, the ability to work to budgets.Sales ExpertiseKnowledge of Sales MethodologiesNegotiation of complex contractsClosingCommunicationEffective Communication Skills, confident in articulating propositions to multiple stakeholder buyers, patience plus Executive-level communication and interpersonal skillsStrong presentation skills, face to face, telephone, written and virtualSystemsStrong knowledge of Informa systems and technology including most importantly salesforce.com or similar CRM.MS Office including Word, PowerPoint and Excel OtherProblem solvingTime ManagementGlobal project managementA team player who can be flexible and is comfortable with ambiguity.