The Middle East and Africa Media team is seeking an Account Manager for its Agency business. The successful candidate will have experience managing executive level relationships and will be able to sell all Reuters products across all disciplines in a media organisation from the newsroom to the treasury department. The sales person must maximize customer satisfaction, manage and grow revenue, and achieve strategic objectives with accounts under their management.
Responsibilities
- Proactively maintain and build a book of business; build a pipeline and achieve assigned sales and retention objectives,
- Generate new business from existing and new clients by being proactive in finding new opportunities,
- Maintain strong relationships within client organizations at the decision-maker and end-user levels; present a consistent Reuters image to those clients; build high levels of client satisfaction,
- Develop and execute account plans to ensure retention while increasing the share of Reuters business within the account,
- Demonstrate Reuters media services, draw up sales proposals, orders and execute proper client agreements (contracts),
- Achieve assigned sales and retention objectives. Reduce cancellation rate and be able to forecast with accuracy and precision using Trust/Saleforce or equivalent CRM,
- Coordinate the support provided to clients by functions within and outside the team while calling in product and market specialists as appropriate. Proactively engage the client for training in new/old products,
- Ensure appropriate customer satisfaction levels for assigned accounts, including installations, ongoing support, training and invoicing,
- Maintain accurate and up-to-date, in-depth account databases, including but not limited to a good record of sales visits, opportunities and campaigns using Trust/Saleforce,
- Continually build knowledge and skills to keep pace with market trends. Gather feedback on competitor activity to communicate back to the team,
- Compile detailed and accurate sales forecasts for presentation to Sales Management
Qualifications
- BS/BA or equivalent work experience
- Minimum of 3 years experience in a position with sales responsibility (preferably within a media company, a competitor or a news agency)
- Demonstrated track record of success in sales and exposure to content licensing
- Ability to create and build relationships
- Strong account planning skills
- Experience with broadcasters, publishers, online aggregators and/or wireless providers would be advantageous
- Knowledge of the media business, technology and the markets Reuters serve
- Ability to coordinate resources and relationships outside of direct line of responsibility
- Excellent listening, negotiation and presentation skills
- Good organizational and time management skills plus self-management skills
- BS/BA or equivalent work experience
- Languages required: English, Arabic, French(would be an advantage)
- Ability and willingness to travel across the Middle East and North Africa on regular basis is a must
- Knowledge of Trust/Salesforce or equivalent CRM system with ability to forecast and create a steady pipeline
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