The Account Manager (AM) for Continental Europe takes ownership for a pool of accounts in Europe where English may not be the main business language. As a result, this is an ideal role for someone with native or business-fluent language skills (especially German) who wants to utilise these skills on a daily basis.
The European business operates on a cross-practice basis and this is an ideal opportunity for someone to move away from a specific vertical, and who will be adept at moving from one technical function to the next, focusing on entire members and their potential account growth. Speaking with a CFO one day, an HRD the next, you may get exposure to multiple board level contacts at the institutions within your pool.
The AM is the focal point for all customer interaction throughout the entire sales and renewal cycle, and represents an exciting new way in which we interact with our members. AMs look after their accounts from initial sale through to year-on-year renewal and account growth, specifically taking responsibility for cross selling.
Opportunities for development: AMs may progress to becoming an Account Manager Coach with line management/supervisory responsibility, a Revenue Practice Lead role or Key Account Director Role. AMs may also wish to switch over to a Sales Executive role. For those wanting to move towards functional expertise after a period of account management, Executive Advisor roles may also be relevant.
Commercial and Account Management
Maintain responsibility for all commercial activities (both sales and renewals) across a focused, cross-practice product range, for a pool of Continental European accounts. The number of companies in each pool will vary according to the geography.
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
The successful candidate will possess:
Strong German language skills, able to converse effectively at business level in relevant European territory. (French/Spanish also of interest).
Most likely 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)
Mid - Level Roles
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Corporate Executive Board - 18 months ago