Strategic Account Manager

Strategic Account Manager

London, UK

Hybrid

The position of Strategic Account Manager is an individual contributor role, responsible for meeting individual account growth and retention targets.  The focus is on a combination of renewing and growing an existing book of business, while preventing client cancellations.  As a Strategic Account Manager you will need to show a deep understanding of your customers, the challenges they face and how Insurance Insider’s services help them address those challenges.

To be successful in this role you will need to combine prospecting acumen with a consultative sales approach, to close business and meet monthly renewal and growth targets.   You will also need to engage with end users to drive usage, meet with key contacts on a regular basis, and identify any potential problems well in advance of client renewals. This role is compensated through both salary and commission.

KEY OBJECTIVES: ACCOUNT MANAGEMENT

• Win new business through upselling subscriptions and licenses
• Build and maintain and active pipeline and closing of deals
• Develop strong relationships with key decision-makers at each of your accounts
• Renew existing accounts, at least 60 days in advance, with annual increases
• Drive user engagement through a variety of activities
• Prevent the cancellation or downgrading of existing accounts
• Demonstrate an understanding of the markets the company operates in, and an in-depth knowledge of the company’s products, who buys them, and why
• Create a territory plan for your assigned markets, highlighting opportunities for growth
• Prospect and uncover key decision makers with a requirement for insurance information
• Carry out detailed pre-call research on prospective clients and their organizations to maximize the percentage of trials converting to sales
• Maintain strong inter-departmental communication, both intra and inter office
• Travel to conferences and client’s offices where necessary
• Record all activity and interactions in Salesforce
• Ensure you are fully aware of the company’s short, medium and long term goals and that your territory plan aligns with these.

KNOWLEDGE, EXPERIENCE AND SKILLS

• Demonstrable history (3+ years) of success in a solutions sales/AM environment
• Sales training such as Challenger, Consultative or ProActive Selling
• Subscriptions sales/AM experience required

ATTRIBUTES 

• Self-driven, results-oriented individual, with a positive outlook
• Highly motivated
• Growth mind-set and strong sense of ownership
• Adaptable and relishes new challenges
• A natural forward planner who critically assesses own performance.