Senior Director, Enterprise Account Management
Location: Madrid
Remote Type: Remote
Time Type: Full time
Posted On: Posted 3 Days Ago
Job Requisition ID: JREQ186624
Company Overview: Thomson Reuters is a global leader in providing essential news, information, and software solutions to the world's professionals, enabling them to make informed decisions and run better businesses.
Our Tax and Legal Software division is dedicated to delivering cutting-edge solutions that empower professionals and businesses to navigate the complexities of tax, trade and legal compliance and reporting with confidence and ease.
About The Role
Leadership and Strategic Planning:
1. Develop and implement a comprehensive account management strategy and business plan aligned with the Corporates segment's strategy in collaboration with cross-functional teams.
2. Lead the strategy and drive operational excellence in an assigned territory or market segment.
3. Oversee the development and execution of strategic account plans to achieve sales targets, drive growth, maximize revenue from existing customers and expand the customer base.
4. Act as a customer advocate within the company, championing their needs and fostering a customer-centric culture.
5. Build (where applicable), lead, mentor, and manage a high-performing account management team, fostering a positive and results-oriented environment that promotes collaboration.
6. Establish clear goals, KPIs, and performance metrics for the team, providing regular feedback and coaching to drive individual and team success.
7. Accurate and timely forecasting for assigned territory or market segment.
8. Provide market and competitor feedback to inform and influence pricing strategies for new products, existing portfolio and customer retention.
9. Develop next generation of leaders through effective coaching on skills and mindset/leadership attributes.
10. Identify key competitors in designated regions and potential acquisition targets, to inform central strategy teams.
Customer Acquisition and Growth:
1. Develop and drive new customer acquisition and expansion through strategic sales initiatives and account-based marketing campaigns.
2. Lead the team in identifying, pursuing, and closing new sales/new logo opportunities within an assigned territory or market segment.
3. Identify and capitalize on upsell and cross-sell opportunities within the existing customer base, driving revenue growth and deeper customer relationships.
4. Drive the sales and renewal process for existing customers, ensuring high retention rates and proactively identifying and addressing any risks to customer retention.
5. Ensure a strategic product mix across the assigned team to achieve company revenue goals and sustainable growth.
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