Associate Vice President, Account Management
Third Bridge
HONG KONG
4天前

POSITION OVERVIEW

Third Bridge’s Account Management team is responsible for fueling the growth of the Third Bridge business through the management and growth of our existing client accounts.

Account Managers are responsible for the leading the retention and growth strategies for a defined set of accounts, creating revenue opportunities and cross-selling additional

products. As part of that responsibility, Account Managers diligently manage a pipeline of

renewal and cross-sell opportunities, always seeking to drive timely deal execution and

excellent commercial outcomes.

In addition, Account Managers actively maintain account and territory plans, defining

specific action items towards achieving strategic commercial goals within a set timeframe

and working with internal stakeholders to ensure objectives are achieved on a quarterly and long-term basis.

Account Managers are on the front line every day - talking to senior decision makers,

nurturing champion users, demonstrating our value proposition to new or less familiar users and ensuring our offering is bringing the maximum value across our client’s research process.

Given close working partnerships, Account Managers also serve as a mentor and coach to Associates and Senior Associates, helping them develop their commercial skills and apply best practices.

PRINCIPLE RESPONSIBILITIES

In this role, you will :

  • Have full commercial responsibility for negotiating all renewals, cross-sales and up-sales
  • within your territory

  • Engage in quarterly territory and key account planning : conduct relevant data analysis to
  • inform an ongoing account strategy; communicate and collaborate with internal and external stakeholders to fully execute the plans

  • Manage the end-to-end client life cycle, including but not limited to critical activities such
  • as onboarding, monitoring usage, identifying inactive or at-risk clients, quarterly value

    reviews, etc.

  • Lead the end-to-end relationship management of the user base in order to encourage
  • ongoing engagement and utilization of our products and services, including but not limited

  • to : scheduling meetings; sourcing projects; conducting optimization meetings; raising awareness and usage of our products;
  • tracking client user movements and priorities; inbound request support; developing client training material; and more

  • Demonstrate a strong grasp of Third Bridge’s products, value proposition and competitive advantage, and leverage that knowledge in all client communications
  • Apply sales and negotiation skills to close profitable renewal and cross-sell deals
  • Consistently apply an insight-led approach to all internal- and client-facing activities
  • Develop a deep knowledge of each client’s industry, organizational structure, asset class
  • in which they operate, and key stakeholders in those asset classes

  • Collaborate with multiple departments across the organization; actively work to maintain
  • and enhance cross-functional partnerships and processes

  • Document all client events and activities in internal systems, including Salesforce.com
  • Qualifications

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