Key Account Manager

RELX Group ,
London, Greater London
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Overview

Job Description

At Cirium we are proud. Proud of our heritage, since 1909, and proud of the future business we are building together. Our people are at the centre of who we are. Whatever your background you are welcome. We are looking for talented and dynamic team players who focus on delivering successful outcomes. We are a business where three out of our seven leaders are women, over 20 languages are spoken, where some leaders have grey hair, and some have purple. Where our sales teams take time out to support local schools and our product teams champion local women back into the workplace. Some things you might not know about Cirium: Cirium supplies data to market leading aviation and aerospace companies you use every day - our data powers the aviation industry and supports seamless travel for millions worldwide. Cirium has 10 offices worldwide and we celebrate our global diversity through events and networks throughout the year. A strategic partner of IATA, the association of world airlines, we have also been recognised as the Aircraft Appraiser of the Year, an Aviation 100 Award, six times in the last seven years. One of our offices is on a runway and we have our own pub, The Goose. Cirium is part of RBI, which is part of RELX, a FTSE 100 traded company (which was just named by Forbes as one of the world's most innovative companies). Our benefits stand out (they even include two days a year for you to dedicate to the charitable activity of your choice). Cirium and RBI are founding members of the Tech Talent Charter, committed to increasing the ratio of women and under-represented groups working in technology. Job Purpose: The Key Account Manager (KAM) is focused on generating new business and revenue from a set territory and book of business. There will be 2 parts to this role - 1. You will be responsible for building relationships across the key decision makers within the existing client base, building long term strategic growth plans based on scalable contracts and identifying new problems we can solve with both existing and new product offerings. 2. Identifying, prospecting and developing new business relationships with relevant and targeted new clients across the region. An effective KAM must be an excellent communicator, have superior people skills, and possess a strong work ethic. They must be comfortable presenting products or services over the phone or face to face at a very high level. The goal of the KAM is to execute significant growth for Cirium in order to build our business. Key Accountabilities/Responsibilities: Build long term strategic accounts plans designed to maximise existing revenue streams whilst demonstrating ROI to the client. Identify new problems that we can solve whilst working with internal resources to deliver new complex solutions into new sections of a defined client base Demonstrate Cirium products to prospective customers in a way that is focused on their stated business objectives Efficiently manage a portfolio of customers to optimize client satisfaction, engagement, and retention Ask questions to understand prospect requirements, purchasing dynamics, and contracting processes Schedule and attend sales appointments, sometimes via telephone, with prospective customers Enter and upload customer information into Salesforce.com and relevant CRM databases Deliver well above expectation Key Skills / Experience Required: Proven experience as an KAM or comparable sales role in information services or SaaS (Aviation Sector experience would be an advantage) Proven track record in delivering 50% plus growth from highly complex accounts Strong and consistent performance at meeting or exceeding sales objectives or quotas Familiarity with, or willingness to learn Salesforce.com and embedded sales enablement solutions Proven ability to learn quickly about products and services and describe/explain them to prospects Excellent communication and interpersonal skills High ethical standards and customer focus Cool tempered and able to handle prospect rejection Able to travel for key prospect visits and conferences Able to work flexible hours to accommodate international colleagues and customers in different time zones Education: Bachelor's degree or equivalent experience in Sales or Business About Reed Business Information Reed Business Information (RBI) provides information, analytics and data to business professionals worldwide. Our strong global products and services hold market-leading positions across a wide range of industry sectors including banking, petrochemicals and aviation where we help customers make key strategic decisions every day. RBI is part of RELX Group plc, a world-leading provider of information solutions for professional customers across industries. RBI is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability status, protected veteran status, or any other char

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