Relationship Manager (R-18128)
London - England
Sales /
Employee: Full Time /
On-site
Why We Work at Dun & Bradstreet
Dun & Bradstreet combines global data and local expertise to help clients make smarter decisions. With 6,000+ people in 31 countries, we are a team of diverse thinkers and problem solvers who all share a common curiosity: to find new ways to turn data into value. If you share this curiosity and want to be part of a future-ready company, come join us! Learn more at dnb.com/careers.
The UK & Ireland National sales team manage a customer base of more than ten thousand clients across all industry sectors and size of business. With the added responsibility of more than 95% of all new business prospects, we are a multi-functional sales team focused on maximizing value realization to our clients whilst having laser focus on D&B’s business growth strategy. Our team is made up of three main areas, the Business Success, Business Development & the Key Account teams. Team members within Key Accounts are responsible for managing our more complex National clients, those requiring extra wrap around as well as those with the highest propensity to grow. Key customers have extended levels of support across our customer success and solution sales teams, managed within the field as well as over the phone.
The Role:
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 Key Account Associate Relationship Manager, you will be primarily focused on the following business categories: Master Data Management; Credit Risk, Compliance & Supply Chain 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 upsell & cross sell 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 always role model team behaviors
- 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
- Support our cash and collection function in order to avoid disputes
- Manage and record client interactions in Salesforce 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
- Actively share client feedback in support of new and existing product & solution development
- Support our high performance culture and collaborative working environment at all times.
- 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:
- A track record of successfully selling complex solutions at National Account level and demonstrating consistent individual over-achievement
- Strong Relationship building skills and demonstrated ability to communicate and influence at “C” level -1 and at a senior level internally
- A sound understanding of customer processes in marketing, sales, compliance, credit and purchasing
- Experience of selling new business from referral through to fully managed accounts is essential.
- Ability to coordinate a team-based approach to selling and account management
- Proven ability to effectively manage multiple priorities and projects
- Previous experience selling B2B data solutions
- Be able to clearly articulate the business goal behind the creation of any proposal or recommendation
- Educated to Degree level or equivalent preferred
- Excellent verbal and written communication skills are an essential requirement
- Confident using Microsoft Office & Salesforce
- 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.
Notice to Applicants: Please be advised that this job posting page is hosted and powered by Lever. Your use of this page is subject to Lever's Privacy Notice and Cookie Policy, which governs the processing of visitor data on this platform.
#LI-DNI
