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Major Accounts Manager
4 months ago
Major Accounts Manager
The Company
GlobalData has been the fastest growing Market Intelligence company of the past decade. Now boasting 27 global offices and 4500 employees worldwide we are now one of the largest. Our story is one of tremendous growth and expansion - from a start up to a billion-dollar corporation in just 10 years.
That growth has been a combination of organic coupled with an aggressive period of acquisitions that has seen us snap up some of the biggest names in our space - BioPharm Insight, PharmSource, I.H.S Life Sciences on the Healthcare side. Canadean, ERC and Datamonitor for Consumer. And Current Analysis and the Pyramid Group for our Technology business unit.
We provide 18 Intelligence Centers / Industry platforms, enjoyed by over 4000 clients, but our core offerings are in 4 main area's. Healthcare which breaks down to Pharmaceuticals and Medical Devices each of which has their own platform. Consumer which covers Consumer Products, Retail, Packaging, Travel & Tourism and Foodservice. Industrials which segments to Oil & Gas, Power & Utilities, Mining and Construction. And finally Technology.
Each platform is designed to provide a tool covering the entire industry value chain through a series of modules & services. Each covers a separate part of the value chain, can stand alone in its own right, has its own unique competitors but interlinks with the other modules. Meaning that rather than subscribing to a multitude of research vendors and trying to mesh their results together, you could use one provider, with strong data and analysis in its subject area, all on one site with a consistent methodology at the back end.
Overview
As a successful, growth company our emphasis is on subscription sales of market analytics, databases, syndicated reports and consulting services to the world's largest companies. Our suite of market leading products spans the value chain and success is dependent upon the ability to manage and position the portfolio effectively aligned to strategic client opportunities.
Major Account Managers assume responsibility for expanding our sales presence within defined major clients and typically carry a book of business in excess of $2 million. They must have in-depth knowledge of our complex and technical product offerings in order to be able to deliver tailor made bespoke solutions to a wide range of clients.
Main Responsibilities Include:
- Facilitate both on-site and virtual meetings with senior management level decision makers and deliver relevant, impactful client presentations to successfully place our full range of services as meaningful solutions to our clients.
- Prepare high quality proposals and successfully negotiate to win profitable new business and grow renewals.
- Work with major clients to achieve and/or exceed quarterly sales revenue targets based on new business & growth of existing subscriptions in defined accounts.
- Identify new business and revenue growth opportunities within the client base matched to real client need to deliver sustainable growth.
- Prepare detailed strategic account plans for defined accounts with short and longer term revenue goals and action plans which leverage the full potential of our range of products and solutions.
- Work proactively and positively with the wider teams including Senior Sales Management, Analysts, Client Services, Marketing and Consultancy to ensure adequate resourcing is in place to support the Account plans to drive the full value of our solutions for our clients.
- Provide accurate sales forecasts and account updates to management as required.
- Contribute to the larger business by providing relevant client feedback and intelligence to the product development and marketing teams.
- Manage the pipeline book of business from opportunity initiation through the delivery lifecycle.
Required Skills & Experiences:
- A proven track record of exceeding sales goals both personally and through teamwork.
- Experience of building and managing revenues in excess of $2m within accounts.
- Strong account management skills with a focus on managing and deepening major relationships.
- Strong hunting skills to find new divisions to sell into and a demonstrated ability to find and sell bespoke / consulting deals.
- Strong commercial acumen combined with a deep interest and knowledge of the sector.
- Proven ability to engage with C-level decision makers and coordinate activity on major accounts.
- Excellent communicator combining interpersonal relationship building with meeting facilitation and a high level of presentation skills.
- Strong quantitative skills, comfortable with financial data, corporate and market statistics, and other aspects of company & market analysis and consulting.
- Ability to work independently based on strong organizational, planning and time management skills.
Benefits:
- High growth, ambitious environment that offers unlimited opportunities for success
- Tailored training and development plans, including LinkedIn Learning and ongoing Learning and Development opportunities
- OTE and attractive, uncapped commission structure
- Generous PTO policy
- Hybrid working model
- Health, Dental and Vision insurance
- Pet Insurance
- Company sponsored Life insurance, AD&D, STD, and LTD
- Maternity and Paternity leave
- 401k Match
- Corporate gym rates
- Employee Assistance Program offering free confidential support on a range of issues such as work, wellbeing, money, health, and legal advice
We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, GlobalData is proud to be an Equal Opportunity Employer. GlobalData is determined to ensure that no applicant or employee receives less favorable treatment on the grounds of gender, age, disability, religion, belief, sexual orientation, marital status, race, or is disadvantaged by conditions or requirements which cannot be shown to be justifiable.
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