Overview
The Key Account Manager (KAM) in the Travel Services team will focus on generating new business and revenue from a set territory and existing clients. The role involves building relationships with key decision-makers, developing strategic growth plans, identifying new problems to solve, and prospecting for new clients. An effective KAM must be an excellent communicator, have strong people skills, and be comfortable presenting to C-level executives. The goal is to drive significant growth for Cirium.
Responsibilities
* 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.
* Execute effective outreach to hit new business target.
* Build and maintain a pipeline at least 3x new business target by effective prospecting.
* Demonstrate Cirium products to prospective customers in a way that is focused on their stated business objectives.
* Efficiently manage a portfolio of customers to optimize client satisfaction, engagement, and retention.
* Adopt the Richardson 3C Selling methodology across the whole sales cycle.
* Deeply understand prospect requirements, purchasing dynamics, and contracting processes.
* Schedule and attend sales meetings with prospective customers.
* Enter and upload customer information into Salesforce.com and relevant CRM databases.
* Deliver well above expectation in terms of individual new business and existing account revenue targets.
Qualifications
* Proven experience as an account manager or comparable sales role in information services or SaaS (Aviation sector experience would be an advantage).
* Proven track record in delivering 50% plus growth from highly complex accounts.
* Strong and consistent performance at meeting or exceeding sales objectives or quotas.
* Experience working for a ground handling company is a plus.
* Familiarity with, or willingness to learn Salesforce.com and embedded sales enablement solutions.
* Proven ability to learn quickly about products and services and describe/explain them to prospects.
* Highly self-motivated and has strong communication and interpersonal skills.
* High ethical standards and customer focus.
* Calm under pressure and able to handle prospect rejection.
About Cirium
Cirium is the world\'s most trusted source of aviation analytics, delivering powerful data and cutting-edge analytics to empower a wide spectrum of industry players. Equipping airlines, airports, travel enterprises, aircraft manufacturers, and financial entities, the company provides the clarity and intelligence needed to optimise operations, make informed decisions and accelerate revenue growth. Cirium is part of LexisNexis Risk Solutions, a RELX business, which provides information-based analytics and decision tools for professional and business customers.
We are a closely knit global team, keen on learning from one another, helping one another towards our common goals and challenging each other in a positive and supportive way to ensure we are continuously developing and growing as individuals. We pride ourselves on putting our customers first and foremost in everything we do, always forward thinking so that we provide the customer the best experience of Cirium. RELX is a global provider of information-based analytics and decision tools for professional and business customers, enabling them to make better decisions, get better results and be more productive.
Our purpose is to benefit society by developing products that help researchers advance scientific knowledge; doctors and nurses improve the lives of patients; lawyers promote the rule of law and achieve justice and fair results for their clients; businesses and governments prevent fraud; consumers access financial services and get fair prices on insurance; and customers learn about markets and complete transactions. Our purpose guides our actions beyond the products that we develop. It defines us as a company. Every day across RELX our employees are inspired to undertake initiatives that make unique contributions to society and the communities in which we operate.
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