Account & Relationship Manager – Hybrid R0048295

Account & Relationship Manager – Hybrid R0048295 | FCC | CS - Wolters Kluwer Financial Services, Inc.

Job Description  

The Account & Relationship Manager is a quota-carrying team member responsible for building and maintaining effective long-term relationships with customers across industries to create demand for our products and services.  The Account & Relationship Manager is accountable to achieve their quota for the assigned book of business through directly selling products in the customers’ existing product lines.  This includes driving transactional adoption, pursuing and driving renewal transactions, and pursuing up-sell opportunities.  The Account & Relationship Manager is responsible for leveraging data to understand customer usage patterns and identifying opportunities to improve adoption, pursue a renewal, pursue incremental revenue (up-sell) within the customer’s existing products, or identify potential leads for an Account Executive to pursue a cross-sell opportunity.  The Account & Relationship Manager will conduct quarterly business reviews with customers to understand existing product usage, advise on best practice use cases and behaviors, and educate on optimal use of offerings to maximize value and increase revenue spend. 

Hybrid: Eight days a month we come together in the closest office within 50 miles to experience the value of connecting with colleagues. You will report to the Associate Director, Account & Relationship Management, and work under the leadership of the Director, Account & Relationship Management. This role is a part of FCC | CS - Wolters Kluwer Financial Services, Inc. | Please view the site office location directory for potential office preferences nationwide. | https://bit.ly/Find_A_WK_Office #LI-Hybrid

Required Job Qualifications (minimum):   

• 3 years of B2B commissioned sales or equivalent.
• Experience in Account Management, Sales, Technology Training, or renewal sales.
• Experience in the financial services, or lending compliance industries. 
• Bachelor’s degree or equivalent job-related experience
• Individual quota attainment ($/%); achievement of renewal target and up-sell targets
• Customer adoption target attainment: improvements in customer adoption of current portfolios (month over month or quarter over quarter)
• Number of leads identified and communicated to Account Executive
• Customer satisfaction scores and retention rates
• Completion of assigned product trainings and other required learnings for professional development
• 1 – 4 trips annually to attend sales meetings.
• Other business travel as required.

Preferred Job Qualifications:   

• Data analysis skills and ability to derive insights that drive next steps or actions required.
• Account Management (general knowledge of customer's business, stakeholders, product portfolio).
• Communicate effectively in both face-to-face and virtual selling environments.
• Interpersonal skills, ability to build stakeholder relationships.
• Team effectively with other internal teams including Sales, Sales Support stakeholders.
• Stay organized and manage multiple priorities at once across multiple customer accounts.
• Cross-sell, up-sell, or pursue renewal transactions with customers
• Professional demeanor in oral and written communications
• Passion and ability to learn new CS offerings quickly.
• Self-motivated; proactive and perseverant mindset.
• General product and application knowledge.

Essential Duties and Responsibilities   

• Researches and gathers information on current customers and their needs.
• Researches and gathers information on current customers and their needs.

• Monitors and interprets product usage data for an assigned book of accounts to identify opportunities to improve adoption, pursue renewal opportunities, up-sell within existing products, or identify opportunities for a Sales Rep to cross-sell.
• Develops customer relationships for an assigned book of accounts with primary focus on improving product use/adoption, executing renewals, up-selling business and direct sales within existing product lines.
• Adheres to defined onboarding and training processes to effectively promote customer adoption of CS offerings.
• Adheres to defined sales methodology and sales processes to execute renewal and up-sell opportunities.
• Identifies leads for cross-sell opportunities and share them with Sales Reps to pursue.
• Directly sells products within the existing customer base.
• Collaborates with Account Executive to complete annual account reviews with customers to facilitate customer retention.
• Works with Account Executive to transition customers from contract-signing to post-sale support with a Customer Success Specialist.
• For high strategic opportunities, works with Account Executive, Technical Sales, and Sales Support to pursue and close opportunities for Compliance Solutions products at customer accounts.
• Maintains a clean and accurate pipeline in CRM

Additional Information:   
Wolters Kluwer offers great benefits and programs to help meet your needs and balance your work and personal life, including: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available - https://www.mywolterskluwerbenefits.com/index.html   
  
  
Wolters Kluwer (EURONEXT: WKL) is a global leader in professional information, software solutions, and services for the healthcare, tax and accounting, financial and corporate compliance, legal and regulatory, and corporate performance and ESG sectors. We help our customers make important decisions every day by providing expert solutions that combine deep domain knowledge with specialized technology and services.  Wolters Kluwer reported 2022 annual revenues of €5.5 billion. The group serves customers in over 180 countries, maintains operations in over 40 countries, and employs approximately 20,000 people worldwide. We are headquartered in Alphen aan den Rijn, the Netherlands.   
   

·         Ranked by Forbes Magazine as among America’s Best Large Employers for 2022 - #84.   

·         Wolters Kluwer secures 2nd place in Newsweek's Most Trustworthy Companies List 2023   

·         CEO Nancy McKinstry ranked 16th by Harvard Business Review of the best performing CEOs in the World.   

·         WK #1 for gender equality in the workplace in the Netherlands & #47 worldwide for 2023.   

     
  
The above statements are intended to describe the general nature and level of work being performed by most people assigned to this job.  They’re not intended to be an exhaustive list of all responsibilities and requirements. The job description provided is subject to revision and modification at any time. 

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Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.