Corporate Executive Board Associate Relationship Manager, Sales, Marketing and Communications in Sydney, Australia
Title: Associate Relationship Manager, Sales, Marketing and Communications Location: Australia-New South Wales-Sydney Other Locations:
Associate Relationship Manager
Want to help influence the world’s best companies? Join CEB as an Associate Relationship Manager , and help drive sales growth while managing a client portfolio that is unrivaled among other advisory and consulting companies.
The Associate Account Manager (AM) is the focal point for all customer interaction within our Middle Market practice’s sales and renewal cycle. This individual acts as a business-practice expert to their assigned member organisations and monitors his or her accounts’ development and growth—from initial sale to year-on-year renewal—always staying aware of cross-sell opportunities.
How You Will Make an Impact in Account Management
· Oversee all commercial activities within a practice, for a pool of 20–50 companies. · Teach clients and prospects the benefits of CEB products and services, detailing our business model and value proposition. · Create new business leads, and generate cross-selling opportunities through existing member relationships. · Determine appropriate tactics to drive urgency in sales cycle—including trial meetings, teleconferences, and guest website access. · Use existing member relationships to contact new business leads and generate cross-selling opportunities. · Across an annual cycle, invest in the activities that help your pool of companies significantly grow revenue. · Pursue, negotiate, and close cross-sell opportunities, leading senior executives into active membership status though a consultative sales approach. · Master the research terrain for the membership, and monitor industry trends as necessary. · Customise account plans for member companies, outlining service delivery, revenue growth strategies, and potential additions for existing memberships. · Build relationships with prospects and existing clients (members) by demonstrating in-depth institutional knowledge, understanding their specific business needs, and presenting an appropriate mix of CEB products and research solutions through personal visits and phone calls. · Work with product partners to ensure targeted and substantive resolution of diagnosed client needs. · Help upgrade other Account Managers’ skills and abilities through feedba ck and coaching, with strong emphasis on building commercial skills (e.g. diagnosis and negotiation ability, sales pipeline management, and forecasting accuracy).
We Want a Manager with These Qualifications
· 1-2 years of successful sales/account management experience, including holding commercial negotiations within a blue-chip client base and managing at least 50 accounts/opportunities
· Proven ability to handle revenue responsibility and meet monthly, quarterly, and annual financial goals · Skills in managing multiple commercial processes (new business sales and renewals), forecasting precisely, and identifying challenges to a positive commercial outcome · Strong ethic for fulfilling service requests and keen interest in building relationships with executives
Ability to use internal influence to ensure that CEB’s full capabilities are brought to bear in serving our clients Superior time management skills and strong attention to detail · Solid understanding of business concepts for large national and international corporations, as well as CEB’s product portfolio · Undergraduate degree (any discipline) CEB , the leading member-based advisory company, equips more than 10,000 organizations around the globe with insights, tools, and actionable solutions to transform enterprise performance. By combining advanced research and analytics with best practices from member companies, CEB helps leaders realize outsized returns by more effectively managing talent, information, customers, and risk. Member companies include 90% of the Fortune 500, nearly 75% of the Dow Jones Asian Titans, and more than 85% of the FTSE 100. More at cebglobal.com.
Known as an innovative growth firm, CEB is hiring experienced professionals and early careerists in exciting locations around the world. Learn more about our opportunities at cebcareers.com .
CEB is an equal opportunity employer committed to diversity in the workplace.