Key Account Manager, Innovation

Position Overview:

 Reporting to the BU Innovation Sales Director and as an integral part of Questel’s Innovation team, this role is responsible to lead efforts to identify, expand and/or develop new revenue while maintaining relationships with Questel’s key clients.  Collaboratively, this role works to understand clients’ business objectives, spearhead planning and execution internally to ensure Questel’s services are delivered on time and with the utmost quality.  The Key Account Manager is responsible to develop and execute plans and tactics to maximize Questel’s market share and revenue growth with these key clients.

Clients: Large corporations to medium-sized companies.

Principal Duties & Responsibilities:

• Primarily responsible for managing a group of Questel’s existing clients and develop new accounts
• Maintain existing client revenue and aggressively grow revenue to maximize Questel’s share of client spend
• Create new opportunities through prospecting activities (cold calls, emails, etc.)
• Build strong client relationships, working directly with decision-makers and key influencers at each client
• Follow up and advance revenue growth through a consultative sales process to identify and effectively communicate with decision makers within an organization
• Establish revenue and profit goals and expand revenue opportunities with existing key clients, working directly with client decision-makers and budget holders
• Build sustainable relationships with key clients through open and interactive communication
• Educate clients on all existing and new offerings
• Assist in development of proposals for key clients
• Service, support and ensure satisfaction with key clients in collaboration with our SME, help desk and Operations
• Understand key competitors and how our service offering can provide a superior experience to our clients, and provide feedback on findings
• Provide an exceptional client experience through continuous contact and follow through
• Actively contribute to organizational learning by providing and tracking resolution for client feedback to internal stakeholders
• Prepare and implement an Annual Account Revenue Growth Plan for each client
• Keep records of client interactions in the company CRM
• Work on special projects and other duties as assigned by management

Qualifications & Skills:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential function.

Education and Experience: Bachelor’s degree or equivalent work experience required, with a minimum of 4 years’ experience in a business-to-business account management environment, preferably in SaaS.  In addition, any combination of education, professional experience, and training provides the following knowledge, skills, and abilities:

• Exceptional analytical, organizational, written, and verbal communication skills
• Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of an organization, including executive and C-level
• Demonstrated experience in SaaS and/or Innovation
• Excellent listening, negotiation, and presentation skills
• Account and team management experience and skills
• Ability to work independently with minimal supervision and regularly report on progress
• Ability to interact with corporate customers, understand their needs, create solutions, and grow revenue
• Motivation and willingness to take initiative, engaging with clients to complete assignments
• Willing to participate in a culture of responsiveness to strengthen relationships and ensure the needs and time of others are met and respected
• Fluent in English
• Fluency in a second language, other than English, preferred but not required

Supervision Received:

Supervision is provided by the BU Innovation Sales Director

Supervision Exercised:

None

Physical/Sensory/Mental Demands:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to individuals with disabilities to perform the essential functions.

• Consistently standing and/or sitting with the ability to meet with other team members
• Consistently operating a computer and other office productivity machinery
• Remembering names and details
• Maintain confidentiality of all information that is or will be confidential and proprietary to Questel or Questel’s clients

Additional Requirements:

Verification of identity and criminal records check

Disclaimer

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job.  Duties, responsibilities, and activities may change at any time with or without notice.