Commercial Key Account Manager
4 weeks ago
We are looking for an experienced Key Account Manager (KAM) to oversee our relationship with our SMB and Commercial US clients. As a KAM, you will be responsible for obtaining and maintaining long-term key customers by understanding their requirements of the AB Tasty platform and uncovering their needs for the future in the ever-changing world of CRO.
The ideal candidate will be capable of building strong relationships with strategic customers. You will be able to identify the demands and requirements to promote our company’s solutions and achieve mutually beneficial outcomes. As Key Account Manager, you will be responsible for net revenue retention, contract renewals, upselling, and cross-selling of your customer portfolio.
The Team
The USA Sales team has steadily been growing over the last year with quarter on quarter growth We kick off conversations with pre-qualified leads, nurture existing relationships and work with companies of all kinds, from other tech startups to global luxury brands. The local team regularly partners with the global team to refine processes and skills.
Hybrid work environment (2 days in office per week)
Location: NYC or Minneapolis
What you will do:
- Develop relationships with a portfolio of SMB & Commercial clients to ensure their continuous engagement with the AB Tasty platform
- Align with senior and c-suite stakeholders to understand and align current business objectives and opportunities to grow their business
- Maintain consistent ROI for customers by connecting their OKRs to a testing roadmap, adoption of the platform, and consistent quarterly business reviews
- Acquire a thorough understanding of key customer needs and requirements
- Propose solutions that meet the client’s objectives and changing demands
- Ensure the correct products and services are delivered to customers in a timely manner
- Expand the relationships with existing customers engaging through all possible forms of contact, from meetings to weekly calls
- Serve as the link of communication between key customers and internal teams
- Resolve any issues and problems faced by customers and manage complaints in order to maintain trust
- Play an integral part in generating new sales that will turn into long-lasting relationships
- Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics
What we are looking for:
- 2-3+ years experience in a previous Key Account Manager or Account Manager role
- Experience working with B2B platforms or consulting and proven network in the U.S. market
- Knowledge of digital marketing
- Proven experience implementing customer retention initiatives, achieving high retention rates and customer satisfaction
- Exceptional presentation skills
- Experience with sales frameworks such as SPICED, MEDDIC, Challenger Sale, etc.
- Must have outstanding and effective communication skills
- You must have excellent negotiation techniques and you are used to dealing with decision-makers, mostly Heads of Marketing and Product Departments
- The ability to draft clear and concise reports and presentations
- Proficiency with Salesforce.com
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