Account Manager, Europe - CEB (NYSE: CEB)

  • 04 Oct 2014 11:59
    Message # 3116325

    Account Manager, Europe




    CEB(NYSE: CEB) is the leading member-based advisory company. By combining the best practices of thousands of member companies with our advanced research methodologies and human capital analytics, we equip senior leaders and their teams with insight and actionable solutions to transform operations. This distinctive approach, pioneered by CEB, enables executives to harness peer perspectives and tap into breakthrough innovation without costly consulting or reinvention. The CEB member network includes more than 16,000 executives and the majority of top companies globally.


    Job Summary


    The Account Manager (AM) is the senior focal point for all customer interaction throughout the entire sales and renewal cycle, and represents an exciting new hybrid way in which we interact with our members. Account Managers can look forward to involvement becoming an expert in the pool of organisations assigned to them, whilst remaining attached to a practice and wielding the functional expertise that creates. The AM looks after their accounts from initial sale through to year-on-year renewal and account growth, specifically taking responsibility for cross selling.


    Key Responsibilities:


    Commercial and Account Management

    Maintain responsibility for all commercial activities (both sales and renewals) within a practice, for a pool of companies. The number of companies in each pool will vary according to the segment of the model, but will typically be in the range of 20-50.

    • Utilise existing member relationships to contact new business leads and generate cross-selling opportunities
    • Determine and apply appropriate tactics to drive urgency in sales cycle
    • Across an annual cycle, invest in the activities that will lead to significant revenue growth at the companies in your pool
    • Through personal visits and phone calls, build relationships with members/prospects through demonstration of in-depth institutional knowledge, understanding of specific institutional needs/priorities and application of surface-level research solutions within the practice
    • Pursue and close cross-sell opportunities, leading senior executives into active membership status though a consultative sales approach, managing the full negotiation and close process
    • Educate members/prospects on the benefits of CEB's products and services through compelling articulation of our business model and value proposition
    • Master the research terrain for the membership, monitor industry trends as required
    • Diagnose prospects' business needs and present appropriate mix of CEB products
    • Create customised account plans for each institution, outlining service delivery and revenue growth strategies for existing and potential memberships within the institution

    Collaboration with Product Support & Research

    • Collaborate with Product partners to ensure targeted and substantive resolution of diagnosed client needs


    Required Qualifications & Attributes:

    • 5+ years of successful sales / account management experience; including proven experience in commercial negotiations within a blue-chip client base, as well as managing a volume of accounts / opportunities (~50+)
    • Demonstrated ability to serve in a role with revenue responsibility and able to meet monthly, quarterly and annual financial goals
    • Ability to manage multiple commercial processes (new business sales and renewals), forecast with precision and identify challenges / bottlenecks to a positive commercial outcome
    • Personal gravitas and credibility to earn time on c-level executive calendars and act as a CEB representative.
    • Strong service ethic (willing to make sure that service requests are fulfilled, no matter how small) and keen interest in building relationships with both senior and junior executives
    • Ability to use internal influence to ensure that the full capabilities of CEB are brought to bear in serving our clients
    • Superior time management skills and strong attention to detail
    • Solid understanding of business concepts & dynamics for large national and international corporations
    • Solid understanding of CEB’s product portfolio within a functional vertical and organisational structure to represent products at a broad level or to pull in the right functional experts as needed
    • Entrepreneurial spirit and ability to work in highly flexible, rapidly changing, ambiguous work  environment
    • Willingness to conduct EMEA wide travel as required
    • Undergraduate degree qualified (any discipline)



    Last modified: 04 Oct 2014 12:57 | Anonymous

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