Account Manager, Milan

Job Description:

The Account Manager is responsible for growing and maintaining existing contractual revenue within their assigned client portfolio. The AM will also initiate commercial activities aimed at developing new business and will collaborate with Sales Specialists. Client relationships are built and kept strong in collaboration with the Client Engagement Specialist. The ability to develop strong business relationships both over the phone and in person, as well as to leverage professional networks, is essential to success in this role.

The selected AM will work primarily on opportunity development, demonstrating a solid understanding of business in the French territory and contributing to the retention of existing clients in these markets.

Key Responsibilities:

• NEW BUSINESS OPPORTUNITY DEVELOPMENT: An important part of the role involves identifying new business development opportunities across all products through strong relationships, competitive analysis, cold calling, and industry knowledge, as well as generating new revenue streams for Dow Jones by selling products and services that meet clients' business needs. This requires conducting market analysis and executing a plan to develop the territory, understanding the full range of Dow Jones products and successfully bringing it to market.

• RETENTION: Maintain Dow Jones contractual revenue within the assigned client portfolio and ensure that Dow Jones products and services meet clients' business needs.

• RELATIONSHIPS: Maintain high levels of client satisfaction through regular communication with all clients and building strong working relationships with each of them.

• UPSELL AND RENEWALS: Develop and implement an upsell/cross-sell plan and manage all account renewals, initiating client communication at the appropriate time and fulfilling contractual obligations regarding the provision of account information to the client.

• ACCOUNT MANAGEMENT: Be responsible for all aspects of account management, including developing an in-depth knowledge of the account, understanding the client's business, and resolving issues in a timely manner; understand competitor solutions used by the client and current and emerging client needs.

• ROLLOUT AND ADOPTION: Ensure appropriate levels of client training and awareness, directly and in collaboration with the Account Development Team.

• TEAMWORK: Collaborate with the broader sales team on retention initiatives aimed at selected clients.

• PRODUCT KNOWLEDGE: Clearly communicate the value proposition and benefits of Dow Jones products and solutions, and use this knowledge to understand and satisfy client needs.

• SALES ADMINISTRATION AND FORECASTING: Manage Sales Forecast and Pipeline to ensure a clear accounting of upcoming renewals, additional sales opportunities, as well as associated revenue and timelines.

• ACCOUNT INFORMATION MANAGEMENT: Maintain accurate and appropriate client records within the global CRM system.

Skills and Experience:

• Excellent knowledge of English and Italian (other languages will also be considered).

• Proven experience in managing complex relationships with clients and commercial counterparts.

• Strong time and project management skills, with the ability to develop and implement effective systems for managing administrative tasks and tracking progress against appropriate activity targets.

• Strong results orientation, with the commitment and determination necessary to achieve a new business target in a demanding and competitive commercial environment.

• Ability to prioritize tasks and clients to maximize time spent on activities aimed at revenue retention and ensure top clients receive an excellent level of account management.

• Excellent communication skills (listening, asking questions, written and verbal communication) to clearly articulate Dow Jones's value proposition to potential clients and present a persuasive, professional business case at all times.

• Team spirit and exceptional interpersonal skills to ensure smooth progression of opportunities through the sales cycle. This is a crucial requirement, as larger deals can involve multiple stakeholders (people and departments) at all levels of the organization.

• Good level of business awareness to help build credibility with clients, identify potential opportunities, and express the benefits of Dow Jones in the appropriate commercial context.

• Good negotiation and closing skills to handle discussions and renewals.

• Willingness to learn and develop professionally within corporate sales.