Full Job Description
To oversee the relationships of the company with its most important clients
Be responsible for hunting and farming long term key customers by comprehending their requirements.
New Acquisitions for new accounts
Post Sales Service end to end
Be apt in building strong relationships with strategic customers
Be the primary point of contact and build long-term relationships with customers.
Natural relationship builder with integrity, reliability and maturity.
Build & Drive the strategy for their respective vertical ( across regions)
Ensuring every region achieves it’s budget & personal budget too.
Dimensions
Financial: To achieve defined target as per the annual budgets
Staff: No direct reportee
Other:
Principal Accountabilities
Develop trust relationships with a portfolio of major clients to ensure they do not turn to competition
Hunting for new accounts / New Acquisitions
Farming of the old key accounts
Retention of the key accounts
Acquire a thorough understanding of key customer needs and requirements
Expand the relationships with existing customers by continuously proposing solutions that meet their objectives
Ensure the correct products and services are delivered to customers in a timely manner
Serve as the link of communication between key customers and internal teams
Resolve any issues and problems faced by customers and deal with complaints to maintain trust
Play an integral part in generating new sales that will turn into long-lasting relationship
Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics
Collaborating with internal departments to facilitate client need fulfilment.
Assisting regional teams with product presentations & ideate regional strategies for each product category from implementation to delivery.
GTM Strategy
Internal stakeholder management
Mapping of current products to the market
Identifying new trends post covid19, and suggest products based on the same lines
CONTEXT
(a) Operating Environment:
Sales driven environment
(b) Framework & Boundaries:
Sales, Distributors, Marketing, ABC, Internal & External Audit, Operations, IT Governance, Ensuring Product Development at par with global standards, Sales distribution through the distributor with highest ethical standards and governance. Example – structured term sheets & discount structure. Working with enabling functions such as customer service team.
Effective promotions and marketing while following CUP&A governance structure and standards.
Working with enabling services such as customer service etc
RELATIONSHIP
Frequent communication with reporting manager & immediate reportees if any.
Periodic catch-up sessions with direct reportees if any for support, motivation and conflict/issue resolutions.
Maintaining a regular and close contact with Education and Academic Sales
Meeting distributors, authors, industry peers and other stakeholders periodically. Conduct author workshops, meet school principals and promoters, policy makers, administrators and key decision makers for print and digital products.
Knowledge & Experience
Proven experience as key account manager with core experience in Digital & Blended Products, E-commerce & Ed-tech. Govt sales experience would be an added advantage.
Experience in sales and providing solutions based on customer needs
Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels
Ability in problem-solving and negotiation
Excellent listening, negotiation and presentation skills.
Excellent time and project management skills. You’re always looking to improve inefficient processes.
Expert at Microsoft Office Suite, Google Apps, Salesforce and help desk support software.
Demonstrated consultative selling skills, and focus on Account profitability.
Cambridge University Press & Assessment is committed to being a place where anyone can enjoy a successful career, where it’s safe to speak up, and where we learn continuously to improve together. We welcome applications from all candidates, regardless of demographic characteristics (age, disability, educational attainment, ethnicity, gender, marital status, neurodiversity, religion, sex, and sexual identity), cultural, or social class/background.
We believe that diversity of thought, background, and approach create better outcomes. More importantly, fostering an inclusive culture is the right thing to do, and it’s part of how we achieve our purpose: to contribute to society through the pursuit of education, learning and research at the highest international levels of excellence. Ensuring that anyone, no matter who they are, feels they belong here is an essential part of who we are and the contribution we make to society, and to our planet.
To enable an environment which our people can thrive in, our customers benefit from, and where work complements life, we empower everyone to manage their time and capacity, and to prioritise their wellbeing. That’s why from day one everyone at Cambridge University Press & Assessment can discuss flexible working options to find the best solution for them and their role.