Account Manager | Amsterdam
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UBM is a global B2B Event organisation, bringing together buyers and sellers across our 300+ events in various industries including Fashion, Technology, Food, Jewellery, and Licensing. At our events we create the environments which allow business to flourish.
Our knowledge of the communities we serve, our ability to attract the right people and our skill at curating the physical space and creating memorable experiences bring thousands of like-minded people together. It is this shared experience and the opportunities to make human connections which allow businesses to grow.
This role is critical to the business to retain and maintain great customer relationships, growing the accounts and ultimately driving exhibitor attendance at events. The Account Manager is part of the Account Management function, within which they will have a focus on a certain brand (products/events) whilst also developing the flexibility to work across multiple brands.
The Account Manager role will involve a combination of inside and external sales, meeting with customers face to face to develop the account relationship and in attending competitor shows or customer meetings. The Account Manager will sell to valued existing customers, and will be targeted on retention and growth of these accounts.
Duties and Responsibilities:
Sales to existing customer accounts, managing between 100-200 customers depending on the market and brand
Delivery of assigned Sales campaigns, against accounts, products and revenue targets
Development of brand and industry specific knowledge, including competitor events, to enhance and improve account management sales performance
Collaboration with Exhibitor Marketing teams to develop retention campaigns to support account management activities
Support on the on-site re-booking of existing customer accounts, in line with at event account allocation and sales targets
Inform their line manager of the latest customer pipeline and booked information through accurate use of Salesforce reporting, in relation to the Event floor plan, so they can liaise with relevant Brand Directors weekly
Develop Sales plans and approaches to grow existing customer account share of wallet, through cross and up selling
Adoption of Sales Excellence pipeline process through use of Salesforce (CRM system)
Maintain accurate and timely customer information and notes within Salesforce (CRM system) so that other Sales team members and business unit functions stay informed with the latest customer dialogue
Feedback customer insight and marketing information to the Head of Account Management
Manage the capture and entry of Sales contract information into ESOP, working collaboratively with Sales Operations who will confirm and QA this information ahead of issuing the contract
Support Finance credit control in resolving bad debt customers as a final escalation point
Significant experience in a B2B sales team and proven ability to deliver or overachieve on revenue targets
Significant experience and eminence in relevant industry or brand knowledge
Proven ability to manage a number of customer account
Strong relationship management experience, maintaining customer contact and relevance
Ability to develop relationships at senior levels and manage customer needs
Ability to identify and pursue cross and up selling opportunities
Ability to understand and articulate value proposition and customer ROI
Ability to negotiate effectively, and proactively handle and respond to customer objections
Willingness to informally coach and develop junior Account Executives
Strong interpersonal skills, confident personality, high level of enthusiasm
University Bachelor’s Degree / University of Applied Sciences qualification
Other preferred attributes:
Experience with Salesforce CRM desirable
We are an equal opportunities employer committed to building a diverse and inclusive culture. We actively welcome applications from suitably qualified and eligible candidates from minority ethnic backgrounds and LGBT communities as they are currently underrepresented at application stage.