Account Manager - Financial Times B2B

£Competitive package and benefits
18 Oct 2012
16 Nov 2012
Full Time
Contract Type

The FT B2B Content Sales team is responsible for licensing FT digital & print content directly to the corporate market (e.g. finance, industry, government, legal and consultancy). A fast growing (30% yr on yr global growth) business means that an exciting opportunity has arisen for an account management professional to join the team servicing the UK and Ireland. 

Working to pre-defined revenue retention targets, the Account Manager will be responsible for achieving an account retention level of at least 90% as well as growing traffic to the site from existing corporate clients. The portfolio of accounts is primarily low value, high volume (c.150-200 pa), so attention to detail and time management proficiency is critical to the success of the role. 

The Account Manager will be responsible for cultivating and maintaining business relationships with current clients in the UKI, which will result in ongoing and increased revenue from FT content solutions. 

The role is mostly office based but may require occasional travel within the UKI. 


Key Tasks

• To retain and renegotiate 150-200 B2B FT digital licenses for existing SME accounts to achieve individual & team revenue goals. Contact all clients at least 90 days before renewal, and ensure all contracts are renewed prior to the expiry date. 
• Upsell licenses by annual price increase (minimum). Achieve account retention target of 90%. 
• Create addendums where additional subscriptions required. Undertake monthly analysis of all renewal accounts. 
• Ensure all end-user subscriptions are active & usage/traffic is increased throughout the term. Implement tactics to improve account retention and drive traffic from existing accounts (eg ensuring corporate alerts set up). 
• To assist the SME team provide a timely and responsive service level for all existing and new clients, particularly at peak periods. This may include; handling incoming lead enquiries, making outbound cold-calls as part of a campaign, providing back-up when team members are on leave / away from the office, ensuring a high level of customer service at all times. 
• Researching for new contacts within existing accounts using the tools available, and helping the new business team with prospecting activities to uncover leads. 
• To work with the support teams to ensure the smooth ‘roll-out’ of FT content licenses 
• Help co-ordinate and / or attend open days, training events and conferences as required 
• Ensuring accurate and complete record of activity on the CRM system 
• Where required, coordinate support for customers billing, invoicing and fulfilment queries or issues, following through to resolution 

Essential skills

• Proven account management or customer service experience with strong time management, organisational and follow-up skills combined with a strong customer focus. 
• Experience working with corporate clients; end-user teams, information buyers, procurement and senior decision makers 
• Experience managing ‘high volume, low touch’ transactions 
• Ability to use influencing strategies to gain commitment 
• Adapts approach to meet clients’ needs, responsive and flexible 
• High level of initiative and self-motivation 
• Task & time management proficiency 

Preferred skills

• Proven track record in delivering against revenue based targets 
• Experience in a solution based sales environment in the B2B / online information industry. 
• Confidence holding face to face client meetings where required, and articulating a value proposition 
• Has international business outlook / industry knowledge 
• Good business acumen 
• Time management and negotiating skills 
• Good working knowledge of MS office programs 
• Prior experience of using / working with CRM systems 

The role is mostly office based but may require occasional travel within the UKI.