Key Accounts Relationship Manager (R-16207)

Why We Work at Dun & Bradstreet

Dun & Bradstreet unlocks the power of data through analytics, creating a better tomorrow. Each day, we are finding new ways to strengthen our award-winning culture and accelerate creativity, innovation and growth. Our 6,500+ global team members are passionate about what we do. We are dedicated to helping clients turn uncertainty into confidence, risk into opportunity and potential into prosperity. Bold and diverse thinkers are always welcome. Come join us! Learn more at dnb.com/careers.

This role involves developing and maintaining D&B’s National Key Account relationships, managing relationships and creating value propositions with customers. As a Relationship Manager, you will execute a playbook to maximize retention, realize growth opportunities, and grow your portfolio. This office role requires strong internal and customer networking. Using the Challenger sale framework, you will act as a trusted advisor, helping clients maximize their D&B services and demonstrating ROI to increase share of wallet initiatives.

Key Responsibilities

• Deliver an on or above target sales performance whilst consistently delivering against all core KPIs
• Identify and evaluate new opportunities to close profitable deals, focusing specifically on up-sell, cross-sell as well as defined new business, whilst maintaining and growing core revenue,
• Operate consultatively during the sales and buying cycle and present the best solution to the customer based on their business goals
• Coordinate and leverage segment specialists and other D&B resources on target accounts
• Building and maintaining ongoing partner level relationships across the customer organization
• To role model team behaviors always
• Manage and communicate progress against monthly targets via accurate and timely reporting and forecasting via CRM system (SFDC) & sales commitment meetings,
• Respond to customer requests and queries as required and based on the channel operating model
• To minimize credits, cancellations, contract slips, spend reduction and downgrades wherever possible, always honoring the client and our brand
• Manage and record client interactions in Salesforce.com to include meetings, calls, emails, opportunities, leads and activities in line with team policies, accurately and efficiently
• To work collaboratively with our Business Development & Success Advisors, Business Development & Success Managers, as well as members of the Key Accounts team when required
• Create account plans for high potential customers and work closely with the solution sales team to identify growth opportunities
• Provide feedback from clients to assess potential new as well as refinements to existing products.
• Create account plans for high potential customers and work closely with the solution sales team to identify growth opportunities
• Ensure maximum exposure of D&B products and services across selected targeted accounts and maintain a robust opportunity funnel

Key Requirements

• Ultimately, you should think from the outside in positioning yourself as a trusted advisor at all times putting the client at the center of everything you do. Paramount will be your relationship building and networking skills coupled with a desire to succeed; you will thrive on your personal success as well as the success of those around you. Commercially dynamic, yet maintains a friendly, thinking led culture you will possess the following experience, skills and competencies:
• 3+ years experience selling B2B data solutions
• A track record of successful selling complex solutions at National Account level and demonstrating consistent individual over-achievement
• A sound understanding of customer processes in marketing, sales, compliance, credit and purchasing essential
• Experience of selling new business from referral through to fully managed accounts is essential.
• Strong Relationship building skills and demonstrated ability to communicate and influence at “C” level -1 and at a senior level internally
• Ability to coordinate a team-based approach to selling and account management
• Proven ability to effectively manage multiple priorities and projects
• Be able to clearly articulate the business goal behind the creation of any proposal or recommendation
• The ability to think like a customer, intuitively understanding what the audience needs to know and how they want to consume it
• Experience in using Microsoft Office software & Salesforce.com, required
• This role will be based in our London Paddington office

All Dun & Bradstreet job postings can be found at https://www.dnb.com/about-us/careers-and-people/joblistings.html and https://jobs.lever.co/dnb. Official communication from Dun & Bradstreet will come from an email address ending in @dnb.com.