Key Accounts Relationship Manager (R-15852)
London - England
Sales /
Employee: Full Time /
Hybrid
Why We Work at Dun & Bradstreet
Dun & Bradstreet unlocks the power of data through analytics, creating a better tomorrow. Each day, we are finding new ways to strengthen our award-winning culture and accelerate creativity, innovation and growth. Our 6,500+ global team members are passionate about what we do. We are dedicated to helping clients turn uncertainty into confidence, risk into opportunity and potential into prosperity. Bold and diverse thinkers are always welcome. Come join us! Learn more at dnb.com/careers.
This role is responsible for developing and maintaining D&B’s valuable National Key Account relationships. This includes opening, managing, and closing long term and complex solution led sales, understanding, and developing value propositions with our customers and prospects, creating long term partnerships, and owning the commercial relationships. As a Relationship Manager, you will be primarily focused on the following business categories: Master Data Management; Credit Risk & Compliance Solutions; Sales & Marketing Solutions & Data Analytics. You will be responsible for successfully executing against a defined playbook to include service model activity designed to maximize retention, realize growth opportunities and grow your portfolio through new business activity. This is a hybrid field / office role where internal D&B & customer networking is critical to success. Using the Challenger sale framework, you will provide disinterested objective council to our clients always acting as a trusted advisor. You will support our clients to realise the full value of their D&B service, be the gateway to the broader D&B team and demonstrate the ROI of our commercial relationship wherever possible whilst always working to increase share of wallet initiatives.
Key Responsibilities
- Deliver an on or above target sales performance whilst consistently delivering against all core KPIs
- Identify and evaluate new opportunities to close profitable deals, focusing specifically on up-sell, cross-sell as well as defined new business, whilst maintaining and growing core revenue,
- Operate consultatively during the sales and buying cycle and present the best solution to the customer based on their business goals
- Coordinate and leverage segment specialists and other D&B resources on target accounts
- Building and maintaining ongoing partner level relationships across the customer organization
- To role model team behaviors always
- Manage and communicate progress against monthly targets via accurate and timely reporting and forecasting via CRM system (SFDC) & sales commitment meetings,
- Respond to customer requests and queries as required and based on the channel operating model
- To minimize credits, cancellations, contract slips, spend reduction and downgrades wherever possible, always honoring the client and our brand
- Responsible for cash and collection in order to avoid disputes
- Manage and record client interactions in Salesforce.com to include meetings, calls, emails, opportunities, leads and activities in line with team policies, accurately and efficiently
- To work collaboratively with our Business Development & Success Advisors, Business Development & Success Managers, as well as members of the Key Accounts team when required
- Create account plans for high potential customers and work closely with the solution sales team to identify growth opportunities
- Provide feedback from clients to assess potential new as well as refinements to existing products.
- Help create a high performing culture and a collaborative environment within the team.
- Create account plans for high potential customers and work closely with the solution sales team to identify growth opportunities
- Ensure maximum exposure of D&B products and services across selected targeted accounts and maintain a robust opportunity funnel
Key Requirements
- Ultimately, you should think from the outside in positioning yourself as a trusted advisor at all times putting the client at the center of everything you do. Paramount will be your relationship building and networking skills coupled with a desire to succeed; you will thrive on your personal success as well as the success of those around you. Commercially dynamic, yet maintains a friendly, thinking led culture you will possess the following experience, skills and competencies:
- 3+ years experience selling B2B data solutions
- A track record of successful selling complex solutions at National Account level and demonstrating consistent individual over-achievement
- A sound understanding of customer processes in marketing, sales, compliance, credit and purchasing essential
- Experience of selling new business from referral through to fully managed accounts is essential.
- Strong Relationship building skills and demonstrated ability to communicate and influence at “C” level -1 and at a senior level internally
- Ability to coordinate a team-based approach to selling and account management
- Proven ability to effectively manage multiple priorities and projects
- Be able to clearly articulate the business goal behind the creation of any proposal or recommendation
- The ability to think like a customer, intuitively understanding what the audience needs to know and how they want to consume it
- Motivated to succeed, enthusiastic, confident, resilient, dedicated and driven
- Computer proficiency – experience in using Microsoft Office software & Salesforce.com, required
- This role will be based in our London Paddington office
All Dun & Bradstreet job postings can be found at https://www.dnb.com/about-us/careers-and-people/joblistings.html and https://jobs.lever.co/dnb. Official communication from Dun & Bradstreet will come from an email address ending in @dnb.com.
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