Key Account Manager

London (Greater)
01 Mar 2018
29 Mar 2018
Vacancy Filler
Job Function
Account Handling

Brands, Technology Vendors and Media Agencies are significantly increasing their investments in Digital and Econsultancy is ideally placed to capture the revenue opportunities arising in this fast moving sector.

Econsultancy has created a Key Accounts team, whose responsibility it is to build strong relationships in order to retain and grow subscriptions for our biggest opportunity & highest value accounts. The Key Account Manager should gain in-depth knowledge of these clients’ needs, in order to proactively look for opportunities to cross-sell Econsultancy’s DT and training products. You will work closely with the Key Accounts Director to identify opportunities with your client base, and share knowledge across your individual account lists to identify trends and associated opportunities.

You are responsible for devising and executing ‘customer success plans’ to ensure your client base derives maximum ROI from the subscription, thus securing renewals and achieving uplift where the opportunity exists.

An upshot of effectively rolling out customer success plans will be gaining a greater understanding of your customers’ business strategy and needs. Pairing this with the insight you gain from customers’ usage stats (i.e. what kinds of content users are engaging with), you should work to uncover and identify customers’ needs and then match relevant DT and training products to sell in as solutions. In addition, all incoming DT or training product enquiries that fall within your assigned customer base, should be handled by you.

Key Accountabilities:

  • Accurate reporting and forecasting
  • Adhering to renewal schedules and keeping account admin accurate and up to date
  • Developing relationships with financial services client base, understanding their business and the sector and through a consultative account management approach driving usage and value
  • Opening uplift opportunities through new budget lines, departments and where appropriate, growing accounts into global agreements
  • Identifying opportunities for Econsultancy’s Digital Transformation & Training products and selling these in where appropriate
  • Ensuring maximum revenue generation through effective negotiation
  • Arranging and presenting at regular client meetings
  • Working collaboratively with internal support teams - with the Client Services team on likes of usage reports; with Marketing on marketing campaigns; with Project Managers on DT; and with the Training Delivery team
  • Requesting sector-specific support from Editorial and Marketing teams to maximize relevance of our product to Financial Services sector
  • Attending and networking within the industry at events and conferences
  • Staying abreast of the subscription content, our DT products and the industry as a whole to flag relevant content to your client base in a timely manner
  • Organised, methodical, process-driven and with an eye for detail
  • Ability to rapidly develop an in-depth knowledge of Econsultancy’s Digital Transformation offering

Behaviours and Knowledge:

  • Commitment to using the Econsultancy subscription and other sources to stay up to speed with the digital trends and subsequent challenges/opportunities facing your client base
  • Use initiative to identify at risk and growth opportunities months in advance so appropriate action is taken
  • Able to juggle accurate admin and renewal processes with proactive client contact and meetings

Success Measures:

  • Subscription renewal rates by value and volume
  • DT cross-sell and up-sell rates by value
  • Level of feedback passed to Senior Leaders and Content Team to drive product enhancements


  • Minimum 5 years sales experience
  • Proven track record of meeting sales targets in a consultative sales environment
  • Excellent interpersonal, written and verbal communication skills
  • Client-facing experience with high value customers
  • Outstanding conversation skills, commercial acumen and adept at uncovering prospects’ business challenges
  • Experience in negotiating high value contracts with procurement
  • Passion and interest in all things digital
  • Entrepreneurial with a problem solving mentality and positive attitude
  • Motivation to work independently and collaboratively with colleagues


  • Strong track record in B2B sales role preferably business information or subscriptions based
  • Understanding of digital marketing and ecommerce functions
  • Knowledge of the Financial Services industry & client landscape

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