Senior Account Manager / Team Leader
Application Deadline: 31 December 2024
Department: Commercial
Employment Type: Full Time
Location: London
Description
Law Business Research has been selected as a winner for the 2024 Inspiring Workplaces Awards. We’re proud of our inclusive and inspiring culture here at LBR and we remain committed to creating a positive workplace for all our employees.
We also take our place in this world of ours very seriously and engage in a wide variety of charitable and community-based initiatives.
‘We are proud to be an equal opportunities employer and are committed to ensuring that all candidates are given the same opportunity to succeed regardless of their background.’
Key Responsibilities
1. Develop strong relationships with existing customers monitoring their purchases to provide opportunities for upselling.
2. Work with Client Success team to carry out the activities through the client life-cycle to increase renewal rates by volume and value - including QBR's and account mapping.
3. Development and implementation of client sales plans for products and territories to meet your sales targets.
4. Lead the creation of proposals and sales pitches for new products.
5. Ensure clients have signed contracts and orders are processed in accordance with GDPR regulations.
6. Hit and exceed monthly stated targets.
7. Conduct training with new starters, to ramp them up to hitting a full target within 6 months.
8. Implement and maintain KPI’s that clearly outline what is expected of each individual and align daily activity with the goals of the business.
9. Run coaching and monthly review sessions with each team member to ensure sales standards are being met and maintained.
10. Facilitate your team to spend as much time being client-facing/selling, by being their internal champion with Finance, Data, and CRM teams.
11. Collaborate with Marketing and Data teams to provide your team with the best data to help them open more high-quality opportunities.
12. Identify trends over time in where we are succeeding and failing, to inform strategy and personas we should be selling to, in order to increase sales volume and value.
13. Liaise with the content team to develop sector-specific knowledge and inform the content roadmap to increase real-world value in your sector.
14. Ensure all inbound leads are being worked thoroughly and proper notes and activity are being logged in SF to increase lead to opportunity conversion.
15. Support our product development function by suggesting new ideas and garnering client feedback where appropriate.
16. Champion our values of Collaboration, Excellence, Respect, Agility, and Humility.
Skills Knowledge and Expertise
1. 4+ years of Account Management sales experience and 1+ years of team leading.
2. Proven track record in helping sales teams to exceed targets.
3. The ability to communicate complex ideas in a clear and concise manner.
4. Highly detail-oriented; you will be reviewing contracts, targets, and sensitive communications.
5. Managing through change, both communicating problems and potential solutions.
6. Knowledge of account-based marketing and managing highly targeted campaigns.
7. Experience in managing multi-stakeholder sales and negotiating contract/procurement processes.
8. The ability to set and measure objectives and ensure these are followed up on and met.
9. Ability to forecast and report accurately in Salesforce.
10. Working knowledge of the legal industry.
11. Sales motivated, team-focused attitude, and willingness to collaborate with peers.
12. Excellent negotiation and communication skills.
13. Self-motivated and driven to achieve targets.
14. Ability to work to targets and showcase resilience in challenging situations.
15. Role model organisational values to more junior members of the team, mentor and develop/train.
Benefits
Our people are our most valuable asset, as such, we offer a wide range of benefits to help ensure that all are supported:
Start of employment:
* Eye care
* Employee Assistance Programme
* A day off for your birthday
After 3 months employment:
* Pension (4% employer contribution and 4% employee contribution)
After 4 months employment:
* Life assurance
After probation:
* Cycle to work scheme
* Season ticket loan
* £350 annual wellbeing allowance
* Puregym access
* Perks at work platform access
After 1 year service:
* Private healthcare
Additional Perks:
* Company socials
* Access to Employee Affinity Networks
* Mentoring scheme
* Volunteering Day
* Mortgage Advice
* Work from anywhere (2 weeks)
* Generous parental leave
We are committed to making our organisation an inclusive, respectful & engaging place to work.
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