Key Account Manager

Questel

Reporting to the Regional Sales Manager, and as an integral part of Questel s Sales Team, this role is responsible to drive revenue growth in the Intellectual Property, Innovation, and Legal market segments by achieving both new business and renewal quota on a quarterly basis. The Key Account Managers also liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of Questel solutions according to customer needs, as well as contributing to securing and maintaining a healthy and strong pipeline of new business.

PRINCIPAL DUTIES & RESPONSIBILITIES (Essential Functions)

• Primarily responsible for managing a group of Questel s existing top tier clients and develop new accounts
• Maintain existing client revenue and aggressively grow revenue to maximize Questel s share of client spend
• 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
• 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
• Perform other functions as necessary or assigned
• Work on special projects and other duties as assigned by management

QUALIFICATIONS AND SKILLS

Education and Experience: Bachelor s degree or equivalent work experience required, with a minimum of two (2) years experience in a business-to-business account management environment preferably in SaaS, Services, IP/Innovation and/or Legal domain.

• Exceptional analytical, organizational, oral and written 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 both SaaS and Services
• Excellent listening, negotiation, and presentation skills
• Proficiency in Microsoft Office, Sales Force and advanced Excel skills
• Account and team management experience and skills
• Ability to work independently with minimal supervision and as part of a team
• Ability to interact with Corporate and law firm customers, understand their needs, create solutions, and grow revenue
• Motivation/willingness to take initiative, engage with clients and complete assignments
• Participate in a culture of responsiveness to strengthen relationships and ensure the needs and time of others are met and respected

SUPERVISION RECEIVED - Supervision is provided by the Sales Director

SUPERVISION EXERCISED No direct reports

PHYSICAL/SENSORY/MENTAL DEMANDS:

• Consistently standing and/or sitting
• Travel required able to travel to client facilities including overnight stays
• Consistently operating a computer and other office productivity machinery
• Remembering names and details
• Maintaining confidentiality of all information that is or will be confidential and proprietary to Questel or Questel s clients