Key Account Manager - Law Firms-Patents

NOTE:   This position can work from our office in Alexandria, Virginia or remotely

POSITION OVERVIEW

Reporting to the Regional Sales Manager, and as an integral part of Questel’s Sales Team, this role is responsible to drive revenue growth in the Intellectual Property, Innovation, and Legal market segments by achieving both new business and renewal quota on a quarterly basis.  The Key Account Managers also liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of Questel solutions according to customer needs, as well as contributing to securing and maintaining a healthy and strong pipeline of new business.

PRINCIPAL DUTIES & RESPONSIBILITIES (Essential Functions)

• Primarily responsible for managing a group of Questel’s existing top tier clients and develop new accounts
• Maintain existing client revenue and aggressively grow revenue to maximize Questel’s share of client spend
• Build strong client relationships, working directly with decision-makers and key influencers at each client
• Follow up and advance revenue growth through a consultative sales process to identify and effectively communicate with decision makers within an organization
• Establish revenue and profit goals and expand revenue opportunities with existing key clients, working directly with client decision-makers and budget holders
• Build sustainable relationships with key clients through open and interactive communication
• Educate clients on all existing and new offerings
• Assist in development of proposals for key clients
• Service, support and ensure satisfaction with key clients in collaboration with our SME, help desk and Operations
• Understand key competitors and how our service offering can provide a superior experience to our clients
• Provide an exceptional client experience through continuous contact and follow through
• Actively contribute to organizational learning by providing and tracking resolution for client feedback to internal stakeholders
• Prepare and implement an Annual Account Revenue Growth Plan for each client
• Keep records of client interactions in the company CRM
• Perform other functions as necessary or assigned
• Work on special projects and other duties as assigned by management

QUALIFICATIONS AND SKILLS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential function.

Education and Experience:  Bachelor’s degree or equivalent work experience required, with a minimum of two (2) years’ experience in a business-to-business account management environment preferably in SaaS, Services, IP/Innovation and/or Legal domain.  

• Exceptional analytical, organizational, oral and written communication skills
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of an organization, including executive and C-level
• Demonstrated experience in both SaaS and Services
• Excellent listening, negotiation, and presentation skills
• Proficiency in Microsoft Office, Sales Force and advanced Excel skills
• Account and team management experience and skills
• Ability to work independently with minimal supervision and as part of a team
• Ability to interact with Corporate and law firm customers, understand their needs, create solutions, and grow revenue
• Motivation/willingness to take initiative, engage with clients and complete assignments
• Participate in a culture of responsiveness to strengthen relationships and ensure the needs and time of others are met and respected

SUPERVISION RECEIVED - Supervision is provided by the Sales Director

SUPERVISION EXERCISED – No direct reports

PHYSICAL/SENSORY/MENTAL DEMANDS:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to individuals with disabilities to perform the essential functions.

• Consistently standing and/or sitting
• Travel required – able to travel to client facilities including overnight stays
• Consistently operating a computer and other office productivity machinery
• Remembering names and details
• Maintaining confidentiality of all information that is or will be confidential and proprietary to Questel or Questel’s clients

ADDITIONAL REQUIREMENTS

• Verification of identity and criminal records check

DISCLAIMER

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job.  Duties, responsibilities and activities may change at any time with or without notice.

Questel is an Equal Employment Opportunity employer.  All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other factors prohibited by law.