Digital Account Manager - 1 Year Fixed Term Contract
Amsterdam

Job Reference: AMS-IH&N-09322

Location: Amsterdam

Closing Date: 20/03/2020

Department: IM - Health & Nutrition - Central

Division: Informa Markets

The Role

 
   

 

Food ingredients and Pharma are incredibly exciting market segments, with phenomenal long-term growth forecasts. The Digital Account Manager is a trusted business partner to our valued global Food and Pharma clients – helping the major companies in these industries achieve their digital marketing and commercial objectives. 

 

This will include:

  • Driving new business and selling digital marketing solutions to our clients
  • Building and nurturing relationships with Sales and Marketing decision makers in the Food and Pharma industry
  • Developing a deep understanding of the business opportunities, challenges and markets relevant to Food and Pharma companies
  • Creating strategic partnerships with the exhibition sales team to develop digital opportunities for our exhibitors
  • Using expertise in digital marketing services to guide customers towards effective digital campaigns
  • Translating the needs of our Key Accounts into complex digital proposals
  • Supporting successful execution of digital products and services to ensure customer success and develop long-term customer relationships.

 

Job Summary/Responsibilities

 
   

 

  • Partner with internal teams to achieve shared goals (i.e. Exhibition Sales & Key Account team; Digital Marketing team; Brand team)
  • Master and maintain knowledge of clients’ business, competition, and latest industry news and trends. Proactively find new ways to grow accounts
  • Utilize Solution Selling / Value Based Selling to partner with customers to map solutions to need, jointly define success, provide value-add insights and interpretation of results, and provide consultation on how to utilize campaign outcomes
  • Adoption of Sales Excellence pipeline process through use of Salesforce (CRM system)

Experience

 
   

 

  • Previous experience in B2B media sales, marketing agency sales, or digital/online product sales, with a history of achieving KPIs. Food and Pharma industry experience a huge plus.
  • Familiarity with digital business models and online marketing trends
  • Full scope of Business Development and Sales Skill Excellence across a variety of tasks – i.e. cold calling, networking, pipeline development, needs analysis, objection handling, value proposition development, presentation & public speaking, cost benefit analysis, proposals, negotiation, strategic account management
  • Coaching and mentoring ability desired
  • SalesForce or like CRM tool
  • International experience and advanced English abilities required

Characteristics which lead to Success

 
   

 

  • Accountable
  • Strong Commercial Acumen
  • Customer Obsessed
  • Data Driven & Organized
  • Outcome Centric
  • Decisiveness and Takes Initiative
  • Persuasive
  • Socially Aware
  • Can handle a fast-paced environment, timelines and targets

 

METRICS:

  • Account Management revenue targets and % of target attained
  • Retention revenue & growth
  • Brand (Event/product) existing customer revenue performance against target
  • Individual performance metrics
  • Number of pipeline opportunities (Renewal & New)
  • Sales conversion % 
  • Deal size (average sales value for closed – won deals)
  • Sales cycle time (average time it takes a team to close a customer)
  • Individual sales activity metrics (i.e. calls, meetings, contact, usage of sales tools)
  • Number of calls and meetings (by sector / account size)

 

Candidates must be eligible to work in the country which they are applying to.

 

 

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