Associate Director of Account Management
London, UK
Sales /
Full-time /
Remote
About 3E
We are a mission-driven company with the purpose to enable a safer, more sustainable world!3E provides a comprehensive suite of data, analytics, and software solutions for enabling and improving workplace & chemical safety, product stewardship, supply chain management, and sustainability. With over 35 years of experience, and 15 locations across North America, Europe, and Asia, 3E helps more than 5,000 customers in various sectors to achieve safety, sustainability, and speed to market.
Are you ready to shape the future? Come join us!
About The Role
- The Associate Director, Global Account Management will lead, inspire, and develop a team of global account managers to achieve best-in-class performance. This role is critical in setting up a new global account management approach and will have the autonomy to design and implement strategies, processes, and talent development initiatives. The ideal candidate is a results-driven leader, capable of shaping and carrying forward what “excellence” looks like in account management. They will guide the team to achieve goals for retention, renewals, upselling, and cross-selling.
- This role will initially manage a team of 6 global account managers, with plans to expand to 8. The Associate Director will establish an associate account manager program to build a talent pipeline for future account management positions. The role involves overseeing account plans, guiding team members in their development, and maintaining strong relationships with key decision-makers within global customer organizations.
What You'll Do
- Global Account Management Team Leadership Responsibilities
- Serve as a vision carrier for the function, modeling, and promoting excellence in account management. Develop and execute strategies to enhance the performance and effectiveness of the global account management team, including setting new processes and initiatives. Build a "bench program" for developing early-career talent, and mentor them under experienced account managers. Champion talent development, product/industry learning curriculums, and recognition programs aimed at maximizing team productivity and instilling a culture of excellence.Drive team performance by holding an aggregate quota for the team members and overseeing the development and execution of the annual book of business plans.
- Client Retention & Growth Responsibilities
- Oversee the development and execution of account plans that align with customer goals and 3E company objectives. Build and maintain strong relationships with key customers, partners, and industry stakeholders, including C-level and executive influencers within global customer organizations. Guide team members in acquiring and maintaining decision-maker contacts (C-level and VP-level), and nurture these relationships to drive growth. Conduct weekly pipeline reviews and provide accurate forecasting for price increases, upsells, and cancellations. Support the team in client meetings and complex negotiations, serving as the senior face of the business unit. Drive the adoption of technology tools and processes to enhance account management practices (e.g., Salesforce.com, ZoomInfo, Revenue.io & Highspot, and emerging AI-enabled company research tools).
- Strategic Functional Planning Responsibilities
- Collaborate with senior leadership to set aggressive and achievable account management goals aligned with 3E’s overall business objectives. Stay abreast of and be able to articulate industry trends impacting 3E customers across global markets. Lead cross-functional collaboration with Customer Success, New Sales, Support, and Product teams to enable a world-class customer experience. Influence the product roadmap by sharing client feedback with product teams and advocating for customer needs.
Key Qualifications
- A desire to understand customer business drivers and help them solve problems.
- At least eight (8) years of experience in consultative account management, sales, or customer success.
- At least three (3) years of experience managing a quota-carrying account management or sales team.
- Experience building high-performance customer-facing teams.
- Advanced coaching and performance management skills, with the ability to mentor a sales team utilizing diagnostic/complex sales methodology.
- Experience in value-based pricing and forecasting, with proficiency in Salesforce Hygiene.
- Strong ability to function effectively within a high-performance environment and show flexibility in adapting to a rapidly changing business landscape.
- The ability to travel for customer visits across the US and Europe, up to 30%.
What Makes You A Great Fit
- Comfortable in a leadership role with the autonomy to shape a new function and implement strategies.
- A "hunter" mentality focused on driving growth within existing client accounts.
- Demonstrated experience setting up new processes and initiatives to drive performance and growth.
- Strong interpersonal skills and ability to maintain relationships with C-level and VP-level contacts.
- Experience in industries with a commercial model (upsell vs. new business) and content-as-a-service models.
Expectations For The First 90 Days
- Establish the foundations for the new global account management approach and begin implementing the bench program for associate account managers.
- Develop and initiate strategies to improve performance metrics, including forecasting accuracy, delayed renewal balance, and value-based pricing adherence.
Measures Of Success (6 - 12 Months)
- Achievement of financial indicators around ARR (NRR at 3E), cross-sell revenue, and account activity goals.
- Successful implementation of new processes, tools, and strategies for global account management.
- Demonstrated improvements in the performance and effectiveness of the global account management team.
Disclosures:
3E is committed to a diverse and inclusive work environment. 3E is an equal opportunity employer and does not discriminate based on race, nationality, gender, gender identity, sexual orientation, protected veteran status, age, disability, or any other legally protected status. For applicants who would like to request accommodation please send an email to recruiting@hr.3eco.com
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