Key Account Manager - Law Firms-Patents

Position Overview

Reporting to the Regional Sales Manager, and as an integral part of Questel's Sales Team, this role is responsible to drive revenue growth in the Intellectual Property, Innovation, and Legal market segments by achieving both new business and renewal quota on a quarterly basis. The Key Account Managers also liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of Questel solutions according to customer needs, as well as contributing to securing and maintaining a healthy and strong pipeline of new business.

Principal Duties & Responsibilities

Primarily responsible for managing a group of Questel's existing top tier clients and develop new accounts

Maintain existing client revenue and aggressively grow revenue to maximize Questel's share of client spend

Build strong client relationships, working directly with decision-makers and key influencers at each client

Follow up and advance revenue growth through a consultative sales process to identify and effectively communicate with decision makers within an organization

Establish revenue and profit goals and expand revenue opportunities with existing key clients, working directly with client decision-makers and budget holders

Build sustainable relationships with key clients through open and interactive communication

Educate clients on all existing and new offerings

Assist in development of proposals for key clients

Service, support and ensure satisfaction with key clients in collaboration with our SME, help desk and Operations

Understand key competitors and how our service offering can provide a superior experience to our clients

Provide an exceptional client experience through continuous contact and follow through

Actively contribute to organizational learning by providing and tracking resolution for client feedback to internal stakeholders

Prepare and implement an Annual Account Revenue Growth Plan for each client

Keep records of client interactions in the company CRM

Perform other functions as necessary or assigned

Work on special projects and other duties as assigned by management

Qualifications and Skills

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and / or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential function.

Education and Experience : Bachelor's degree or equivalent work experience required, with a minimum of two (2) years' experience in a business-to-business account management environment preferably in SaaS, Services, IP / Innovation and / or Legal domain.

Exceptional analytical, organizational, oral and written communication skills

Demonstrated ability to communicate, present and influence credibly and effectively at all levels of an organization, including executive and C-level

Demonstrated experience in both SaaS and Services

Excellent listening, negotiation, and presentation skills

Proficiency in Microsoft Office, Sales Force and advanced Excel skills

Account and team management experience and skills

Ability to work independently with minimal supervision and as part of a team

Ability to interact with Corporate and law firm customers, understand their needs, create solutions, and grow revenue

Motivation / willingness to take initiative, engage with clients and complete assignments

Participate in a culture of responsiveness to strengthen relationships and ensure the needs and time of others are met and respected

Supervision Received

Supervision is provided by the Sales Director

Supervision Exercised

No direct reports

Physical / Sensory / Mental Demands

Consistently standing and / or sitting

Travel required able to travel to client facilities including overnight stays

Consistently operating a computer and other office productivity machinery

Remembering names and details

Maintaining confidentiality of all information that is or will be confidential and proprietary to Questel or Questel's clients

Additional Requirements

Verification of identity and criminal records check

Disclaimer

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Questel is an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other factors prohibited by law.