Senior Account Manager / Team Leader

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Senior Account Manager / Team Leader

Application Deadline: 31 December 2024

Department: Commercial

Employment Type: Full Time

Location: London

Description

Why LBR?

An amazing market position, enviable growth, collaboration and wonderful people are just some of the reasons to further your career with Law Business Research. Our culture is shaped by our core values that promote equality, agility, and respect in everything we do.

Law Business Research has been selected as a winner for the 2024 Inspiring Workplaces Awards. We're proud of our inclusive and inspiring culture here at LBR and we remain committed to creating a positive workplace for all our employees

We are happy to share that we have partnered with Business Disability Forum to help us on our journey to becoming a more inclusive employer and achieving Level 2 Disability Confident Accreditation.

We also take our place in this world of ours very seriously and engage in a wide variety of charitable and community based initiatives. We work extensively with Swawou School in Sierra Leone, which we established to provide education for 120 girls, and on an ongoing basis we underwrite the school's costs.

'We are proud to be an equal opportunities employer and are committed to ensuring that all candidates are given the same opportunity to succeed regardless of their sex, gender identity/expression or reassignment, sexual orientation, marital status, race, colour, nationality, ethnic or national origin, religion, age or disability.'

Key Responsibilities
• Develop strong relationships with existing customers monitoring their purchases to provide opportunities for upselling.
• Work with Client Success team to carry out the activities through the client life-cycle to increase renewal rates by volume and value - including QBR's and account mapping
• Development and implementation of client sales plans for products and territories to meet your sales targets
• Develop strong relationships with existing customers at conferences and product demonstrations
• Lead the creation of proposals and sales pitches for new products
• Ensuring your clients have signed contract and orders are processed in accordance with GDPR regulations
• Hit and exceed monthly stated targets
• Conduct training with new starters, to ramp them up to hitting a full target within 6 months.
• Implementing and maintaining KPI's that clearly outline what is expected of each individual and align daily activity with the goals of the business.
• Run coaching and monthly review sessions with each team member to ensure sales standards are being met and maintained.
• Facilitate your team to spend as much time being client facing/selling, by being their internal champion with Finance, Data and CRM teams.
• Collaborate with Marketing and Data teams to provide your team with the best data to help them open more, high quality opportunities.
• Identify trends over time in where we are succeeding and failing, to inform strategy and personas we should be selling to, in order to increase sales volume and value.
• Liaise with the content team to develop sector specific knowledge and inform the content roadmap to increase real world value in your sector.
• Ensure all inbound leads are being worked thoroughly and proper notes and activity is being logged in SF to increase lead to opportunity conversion.
• Support our product development function by suggesting new ideas and garnering client feedback where appropriate and in the launch process of new products
• Champion our values of Collaboration, Excellence, Respect, Agility and Humility.

Skills Knowledge and Expertise
• 4+ years of Account Management sales experience and 1+ years of team leading.
• Proven track record in helping sales teams to exceed targets.
• The ability to communicate complex ideas in a clear and concise manner, be it through presentations, data reports or in writing, and a working knowledge of all the tools to support that e.g. PowerPoint or Excel.
• Highly detail oriented; you will be reviewing contracts, targets and sensitive communications, where errors can be costly.
• Managing through change, both communicating problems and potential solutions up to SLT, and rolling out strategy to the team.
• Knowledge of account-based marketing and managing highly targeted campaigns
• Experience in managing multi-stakeholder sales and negotiating contract/procurement processes.
• The ability to set and measure objectives and the means in place to ensure these are followed up on and met.
• Ability to forecast and report accurately in Salesforce.
• Working knowledge of the legal industry
• Sales motivated, team-focused attitude, and willingness to collaborate with peers, product management, and internal key constituents at the firm
• Excellent negotiation and communication skills, in particular a highly professional telephone manner.
• Self-motivated and driven to achieve targets.
• Ability to work to targets and showcase resilience in challenging situations.
• Role model organisational values to more junior members of the team, mentor and develop/train.

Benefits

Our people are our most valuable asset, as such, we offer a wide range of benefits to help ensure that all are supported:

Start of employment:

• Eye care
• Employee Assistance Programme
• A day off for your birthday

After 3 months employment:

• Pension (4% employer contribution and 4% employee contribution)

After 4 months employment:

• Life assurance

After probation:

• Cycle to work scheme
• Season ticket loan
• GBP 350 annual wellbeing allowance to contribute to gym memberships or fitness classes
• Puregym access
• Perks at work platform access

After 1 year service:

• Private healthcare

Additional Perks:

• Company socials
• Access to Employee Affinity Networks
• Mentoring scheme
• Volunteering Day
• Mortgage Advice
• Work from anywhere (2 weeks)
• Generous parental leave

We are committed to making our organisation an inclusive, respectful & engaging place to work with a culture shaped by our core values that promote equality, collaboration & respect in everything we do. We are proud to be part of the Disability Confident Scheme, meaning we are committed to being inclusive and accessible, which starts with our application and recruitment process. If you do require any reasonable adjustments to be made, please let us know as part of our application page.