Account Manager
ProQuest
We are looking for an energetic and consultative sales professional. The person will own the territory plan and drive the growth of assigned territory.
The successful candidate will be responsible for building effective retention and growth strategies for the territory. The position will have a customer-centric approach, which results in the achievement of sales targets including retention and new business.
About You – experience, education, skills, and accomplishments
Experience of sales across more than one business sector and/or geographies
Minimum Bachelor degree
Excellent oral and written communication skills in both English and Mandarin
It would be great if you are . . .
At least 5 years of solution selling experience, primarily in a B2B selling environment
Proven track record selling to corporations and/or law firms
Strong results orientation, with the drive to achieve or exceed a sales quota
Passionate about closing business, allied to a desire to solve problems for clients
Operates with a “can do” attitude and can work in a “sales pod” environment
Commercial acumen and professional rigors, especially when negotiating contract terms
Demonstrated ability to work through periods of ambiguity and change, which can occur when a business is being transformed for growth
Excellent written, verbal, interpersonal and public presentation skills
A desire to win, allied to strong ethical values and professional integrity
Uphold the company’s values and ethics; demonstrate sales professionalism, teamwork and accountability at all times
What will you be doing in this role?
Account Planning: formulate an overall territory plan and individual account plans for each customer; ensure a coordinated approach with colleagues to value-based selling strategies.
New business targets: generate revenue growth by achieving sales target through new sales, upsell and cross-sell into assigned accounts.
Retention targets: protect revenue by achieving retention target to make sure that retention is completed for assigned accounts before contract date.
Demand creation: analyze the defined territory, identify white space, and proactively develop new demand for solutions, in conjunction with Sales Specialist colleagues as required
Solution selling: use the WITY methodology and your own intellectual curiosity to understand the strategic issues and priorities affecting your clients; apply to new sales and retention work
Relationship management: establish and develop meaningful relationships with key buying centers in each customer; maintain a relationship map for each account
Value positioning: deliver quality proposals and propositions to customers, to address their specific requirements; adopt an “outside-in” mindset and a consultative approach to selling
Accurate forecasting: Commit to the Review & Plan (R&P) process and manage pipeline in SFDC to ensure accurate sales forecasting, and high conversion win rates
At Clarivate, we are committed to providing equal employment opportunities for all persons with respect to hiring, compensation, promotion, training, and other terms, conditions, and privileges of employment. We comply with applicable laws and regulations governing non-discrimination in all locations.