Job Description
Leadership and Strategy:
* Develop and implement a comprehensive account management strategy aligned with the Corporates segment's strategy in collaboration with cross-functional teams to drive new customer acquisition, expand customer relationships, and renewal sales within assigned territories.
* Oversee the development and execution of strategic account plans to achieve sales targets, maximize revenue from existing customers, and expand the customer base.
* Lead, mentor, and manage a high-performing account management team, fostering a positive and results-oriented environment through sales process excellence.
* Establish clear goals, KPIs, and performance metrics for the team, providing regular feedback and coaching to drive individual and team success.
* Ensure a strategic product mix across the assigned team to achieve company revenue goals and sustainable growth.
Customer Relationship Management:
* Foster strong, long-term relationships with key customers and stakeholders, building trust and credibility through consistent communication and exceptional service.
* Ensure high levels of customer satisfaction and loyalty by addressing customer needs and concerns promptly and effectively.
* Collaborate with the Customer Success Leader to ensure a seamless customer experience, contributing to customer retention and expansion of the full product portfolio.
* Collaborate closely with customers to thoroughly understand their business needs, challenges, and goals.
Collaboration Internal Partners as a customer advocate:
* Partner effectively with solution consultants to develop tailored solutions that precisely meet customer needs and requirements.
* Coordinate seamlessly with professional services teams to ensure timely and successful implementation of solutions, guaranteeing customer satisfaction.
* Collaborate with the sales team and the Partnerships & Alliances team to develop and execute go-to-market campaigns with strategic partners.
* Develop strong relationships with key partners, ensuring that the partner metric is consistently met or exceeded.
Performance Management and Reporting:
* Closely monitor, analyze, and report on key performance metrics, including sales targets, renewal rates, and customer satisfaction, to track progress and identify areas for improvement.
* Provide regular reports, updates, and other information on account management activities and outcomes to executive leadership, ensuring transparency and accountability.
* Continuously assess and improve processes to enhance efficiency and effectiveness of the account management team.
About You:
* You're a fit for the role of Manager, Commercial Account Management if you have:
o A customer-centric mindset with a commitment to providing exceptional product and service through deep understanding and long-term partnerships with the software technology customers.
o Proven ability to inspire, motivate, and guide teams to achieve ambitious goals.
o Demonstrated ability to develop & execute a strategic account management process that focuses on building and maintaining relationships with key customers to ensure their satisfaction, retention, and drive business growth, leading to customer loyalty, advocacy and long-term revenue.
o Strong grasp of sales processes and strategies, with the ability to develop compelling value propositions that address customer use cases with solutions from the product portfolio.
o Proven ability to negotiate complex terms and conditions and close agreements for the sale and license of software and technology, including services.
o Excellent executive-level verbal and written communication skills in Dutch/ Flemish (French & German nice to have). Possesses strong interpersonal skills and active listening skills, capable of conveying complex information in an accessible and engaging manner.
o Ability to analyze market data, feedback, and sales performance to inform strategies and decisions.
o Proven ability to find solutions to difficult or complex issues by defining the problem, determining the cause of the problem, identifying/prioritizing/selecting alternatives and then implementing the chosen solution.
o Exceptional ability to work effectively with cross-regional/functional teams, including sales, product development, marketing, and commercial excellence.
o Comfortable working in a fast-paced, dynamic environment with a willingness to embrace change and new challenges.
What's in it For You:
* You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through: Hybrid Work Model, Wellbeing, Culture, Learning & Development, Social Impact, Purpose Driven Work.