Account Manager

At Cirium, our goal is to keep the world connected. We are the industry leader in aviation analytics; helping our customers understand the past, present and predicting what will happen tomorrow. Our mission is to transform the aviation industry by enabling airlines, airports, travel companies, tech giants, aircraft manufacturers, financial institutions and many more accelerate their own digital transformation. With Cirium, you will work with some of the industry’s most talented (and friendly) people while you advance your career (last year 20%+ of our team did just that – either by earning a promotion, taking on a new role internally or being part of one of Cirium’s talent programs). Find out more about careers at Cirium, hear from our CEO, Jez Bowen, and learn more about the Values that matter to us by visiting our careers pages. The Role: The Account Manager (AM) is focused on generating new business and revenue from a set territory and book of business within the diverse and fast-moving airports and airlines sector. There will be 2 parts to this role 1. Identifying, prospecting and developing new business relationships with relevant and targeted new clients across the region (80%). 2. You will be responsible for building relationships across the key decision makers within the existing client base, building long term strategic growth plans based on scalable contracts and identifying new problems we can solve with both existing and new product offerings (20%). An effective AM must be an excellent communicator, have great people skills, and possess a strong work ethic. They must be comfortable presenting products and services over the phone/online or face to face at a very high level. The goal of the AM is to execute significant growth for Cirium in order to support our rapid growth strategy. Key Accountabilities/Responsibilities:

• Manage both our existing sales pipeline and the development of new business opportunities
• Take a lead role in developing new-business proposals and presentations that create and nurture opportunities and partnerships.
• Identify trends and customer needs, building a sales pipeline for short/medium/long term in accordance with targets.
• Build long term strategic accounts plans designed to maximise existing revenue streams whilst demonstrating ROI to the client.
• Identify new problems that we can solve whilst working with internal resources to deliver new complex solutions into new sections of a defined client base.
• Demonstrate Cirium products to prospective customers in a way that is focused on their stated business objectives.
• Efficiently manage a portfolio of selected customers to optimize client satisfaction, engagement, and retention.
• Ask questions to understand prospect requirements, purchasing dynamics, and contracting processes.
• Schedule and attend sales appointments, sometimes via telephone, with prospective customers.
• Enter and upload customer information into Salesforce.com and relevant CRM databases
• Manage proposal response process, including detailed RFP requirements, content creation, and inputs from various sources
• Generate new leads, identify and contact decision-makers, screen potential business opportunities, select deals in line with strategies, and facilitate pitch logistics
• Develop and implement overarching outbound sales and business development strategy, sales processes, structure, and best practices across the company
• Deliver well above expectation

Key Skills / Experience Required:

• Proven experience as a AM or comparable sales role.
• Proven track record in developing new business and delivering high growth from existing accounts.
• Familiarity with Salesforce.com and embedded sales enablement solutions is advantageous
• Proven ability to learn quickly about products and services and articulate to clients and prospects
• Excellent communication and interpersonal skills
• Able to travel around once a month (internationally) for key client/prospect visits and conferences.
• Able to work flexible hours to accommodate international colleagues and customers in different time zones

What do we offer you in return?

• Weekly coaching, including group sessions on best practices, value based selling training, use of AI tools such as Gong to support performance.
• Talent Development in place to support career growth within Cirium & Data Services Group.
• Benefits Package including Pension and Healthcare.
• Fantastic offices in the heart of the city with hybrid working from home.
• Excellence Club – Open to the global salesforce with the top performers being flown on holiday as prizes.
• Regular team socials.
• The chance to work in a collaborative culture of high performance and success with colleagues who want to succeed and overachieve.

At Lexis Nexis Risk Solutions, having diverse employees with different perspectives is key to creating innovative new products for our global customers. We have 30 diversity employee networks globally and prioritize inclusive leadership and equitable processes as part of our culture. Our aim is for every employee to be the best version of themselves. We would actively welcome applications from candidates of diverse backgrounds and underrepresented groups. We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form: https://forms.office.com/r/eVgFxjLmAK . Please read our Candidate Privacy Policy.