Senior (Sales) Account Manager

Company Description
Experian is the world’s leading global information services company. During life’s big moments — from buying a home or a car to sending a child to college to growing a business by connecting with new customers — we empower consumers and our clients to manage their data with confidence.

We have 20,000 people operating across 44 countries. By investing in our people, technology and innovation, we can help transform businesses, help communities prosper, enable more people to feel included in the financial opportunities that should be available to them, and help people to thrive. We're looking for inspired employees that want to make an impact.

At Experian, we are committed to building an inclusive culture and to creating an environment where people can balance successful careers with their commitments and interests outside of work. Our flexible working practices support our belief that this balance brings long-lasting benefits for our business as well as our people. Some roles lend themselves to flexible options more than others, and if this is important to you, we are open to discussing agile working opportunities during the hiring process.

**Job Description**:
To achieve agreed revenue targets by developing new and repeat business opportunities from existing tier 2 & 3 clients, working
with other areas for new business development as appropriate for new opportunities. Is field based.

Sales
- Achieve overall business goals and objectives in sales and new business development (circa £3-7.5m)
- Identifying business opportunities (both short term and long term), ensuring that the sales pipeline is consistently maintained
- With current clients, expanding Experian’s opportunities to sell and cross-sell by identifying and creating new business needs and cultivating Experian’s ability to respond to them
- Ensuring that overall objectives are translated into specific plans and targets as appropriate and developing and managing the sales pipeline
- Taking personal responsibility for developing and maintaining a network of contacts within key clients
- Devise negotiation strategies and tactics for key contracts, personally leading negotiation teams where appropriate
- Develop the key internal relationships required to deliver pre-defined results
- Diagnosing issues that have potential impact on the business as a whole, and addressing them before they become problems

Processes
- Ensure that clients have a smooth and harmonious experience of the sales process delivered by Experian by:

- Developing strategies with clients to enhance their business involving the adoption of Corporate Standards Account & Sales

Planning methodologies
- Monitoring outcomes to ensure optimum cost-effective client satisfaction and retention:
Instilling within the sales function a culture of full accountability for pre-sales, delivery and after-sales service
- Imparting the importance of overall client service to others in the organisation
- Facilitating formal liaison processes with other internal functions (client services, delivery, marketing, finance, IT, HR etc)

Client
- Protect and enhance client and other external relationships which are critical to the success of the organisation.
- Personally developing and maintaining influential relationships at Board/Senior Management level in key clients
- Participate where appropriate in PR, sales promotional contact working together with the marketing teams
- Taking personal responsibility for developing and maintaining a network of contacts within key external organisations, including industry associations and media.
- Ensuring that appropriate account management and business development activities are carried out to optimise opportunities for profitable business, both over the short and long term
- Overseeing the negotiation, execution and follow up of key client assignments, analysing issues and providing feedback to both internal employees and client executives.
- Take responsibility for the survey and implementation of all Customer Satisfaction results and action plans for designated client portfolio

Operational
- Provide Accurate and Timely Sales Forecasting and Planning Processes
- Developing long-term (1-2 year) and tactical, short-term sales initiatives and programmes to achieve the organisation’s overall strategic plans;
- Establishing communication and feedback processes to ensure that the client requirements, and the achievement of sales objectives, is continuously monitored and measured
- Ensure accurate weekly and monthly revenue forecasting
- Providing Sales Director / management with timely reports and analyses on sales performance and forecasts, current and future market trends and competitive activity
- Take responsibility for the quality and currency of CRM systems and maintaining client contacts at gold standard and adhering to the defined process document

Customer
- Champion a culture that achieves the business goals, delights cust