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About the Role
We are seeking an experienced and commercially driven Account Manager to manage and develop a portfolio of existing customers, focusing on recurring revenue protection and growth opportunities within the Lloyd’s List Intelligence portfolio. This role involves managing subscription renewals, contract discussions, customer retention, cross-selling, upselling, and building relationships with new stakeholders.
Responsibilities
- Manage and develop a portfolio of existing customers.
- Protect recurring revenue and identify growth opportunities.
- Handle subscription renewals, price, and contract discussions.
- Focus on customer retention, cross-selling, and upselling.
- Develop relationships with new stakeholders within assigned accounts.
- Take a consultative, value-led approach to account management.
- Understand customer strategic priorities, operational challenges, and intelligence requirements.
- Position Lloyd’s List Intelligence solutions to deliver measurable business value.
- Manage complex customer relationships.
- Develop strategic account plans.
- Consistently deliver against revenue targets.
Requirements
- Five years or more of experience in B2B sales or account management.
- Proven record of retaining and growing customer accounts.
- Proven record of delivering against revenue targets.
- Experience managing renewals.
- Experience managing commercial negotiations.
- Experience managing complex sales opportunities.
- Strong relationship-building skills.
- Strong discovery skills.
- Strong consultative-selling skills.
- Confidence communicating with senior stakeholders.
- Confidence presenting commercial proposals.
- Experience using Salesforce or a comparable CRM platform.
- Strong organization skills.
- Strong forecasting skills.
- Strong pipeline-management skills.
- A proactive, resilient, and commercially focused approach.
Skills
- B2B sales
- Account management
- Customer retention
- Revenue growth
- Revenue target delivery
- Renewal management
- Commercial negotiation
- Complex sales
- Relationship building
- Discovery
- Consultative selling
- Stakeholder communication
- Commercial proposal presentation
- Salesforce CRM
- CRM platform usage
- Organization
- Forecasting
- Pipeline management
- Proactive approach
- Resilient approach
- Commercially focused approach
- Maritime experience
- Shipping experience
- International trade experience
- Data sales
- Analytics sales
- SaaS sales
- Business intelligence sales
- Subscription-based services sales
- Insurance sector knowledge
- Commodities sector knowledge
- Trade finance sector knowledge
- Compliance sector knowledge
- Government sector knowledge
- Ports sector knowledge
- Logistics sector knowledge
- MEDDIC methodology
- SPIN methodology
- Challenger methodology
Experience Level
- Experienced
About the Company
- Lloyd’s List Intelligence portfolio