Account Development Manager LIONS Intelligence

The Account Development Manager will take responsibility for growing revenue from a defined group of clients. You will report into the Head of Account Development and work closely with the

Customer Success team to turn valuable knowledge of the client into commercial conversations.

The role will also involve leading projects across the account development team as required, such

as overseeing the smooth onboarding of new clients and growing our Advisory revenue from

existing clients. The successful candidate should enjoy client contact roles and the challenge of

growing an existing client base.

Key accountabilities

Meet/exceed own annual value and volume renewal rate & upsell targets

Accurate and continuous forecasting of renewal conversation outcomes throughout their lifetime as clients

Work with the Global Commercial team on ad hoc projects when required i.e. smooth onboarding of new clients - identify problem areas and implement new processes to

improve, with tangible outcomes to measure success

Create an annual business plan to identify risk & growth opportunities as well as forecast & plan for over achievement of targets. Review on a monthly basis

Work with the Customer Success team to identify renewals at risk and propose, manage

and execute a plan devised to reduce risk and increase likelihood of renewal

Maintain a strong relationship with key stakeholders so that you are clear on their challenges and can pinpoint exactly where the WARC service adds value for their business.

Work to understand reasons behind non-renewal and implement win back strategy

The Account Development manager must:

Have strong commercial acumen

Be aware and comfortable working to financial targets

Upsell & cross sell to ensure you achieve & over achieve on targets

Be knowledgeable about

WARC content & all WARC systems

All developments in our range of products and services

Be a strong team player

Partner with the Customer Success team(s) to collaborate on account plans for all key/growth accounts

Maintain a solutions-oriented, pro-active work style to advance towards goals

Qualifications:

Qualifications

Previous experience in a B2B client facing role and/or working with a brand owner (3+

years)

Ability to reach and develop relationships with C-Level leadership or senior lines of

business executives in your respective categories

Clear, concise communication skills

Strong business acumen, problem solving & analytical skills

Proven negotiation skills with persistence and tenacity

Evidence of a drive and determination to hit targets

Evidence of working within a team to achieve both individual and wider team goals

Excellent internet researcher with good knowledge of major industry sources

Evidence of the ability to forecast financial outcomes, identify challenges and risks and to

manage a plan of action in those circumstances

Experience of presenting to groups of individuals face to face and running online

Demonstrations of products/services

Knowledge of Salesforce CRM system

The pay range for this position is $70,000 - $80,000 depending on experience, plus commission

This posting will expire on 5/30

Additional Information

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at LifeAt.Informa.com

Our benefits include:

Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns

Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks

Broader impact: take up to four days per year to volunteer, with charity match funding available too

Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves

Time out: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year

Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount

Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more

Recognition for great work, with global awards and kudos programs

As an international company, the chance to collaborate with teams around the world

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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