Manager, Commercial Account Management

We are seeking a strategic and results-driven manager to lead our growing account management team and drive revenue growth by calling on our corporate accounts. The ideal candidate possesses a proven track record of successfully leading a team and growing a portfolio of high-value accounts, exceeding sales targets, and cultivating strong customer relationships. You are a customer-centric leader with exceptional communication, negotiation, and team management skills. 

About the Role 

Leadership and Strategy: 

• Develop and implement a comprehensive account management strategy aligned with the Corporates segment's strategy in collaboration with cross-functional teams to drive new customer acquisition, expand customer relationships, and renewal sales within assigned territories.
• Oversee the development and execution of strategic account plans to achieve sales targets, maximize revenue from existing customers, and expand the customer base. 
• Lead, mentor, and manage a high-performing account management team, fostering a positive and results-oriented environment through sales process excellence.
• Establish clear goals, KPIs, and performance metrics for the team, providing regular feedback and coaching to drive individual and team success. 
• Ensure a strategic product mix across the assigned team to achieve company revenue goals and sustainable growth. 

Customer Relationship Management: 

• Foster strong, long-term relationships with key customers and stakeholders, building trust and credibility through consistent communication and exceptional service. 
• Ensure high levels of customer satisfaction and loyalty by addressing customer needs and concerns promptly and effectively. 
• Collaborate with the Customer Success Leader to ensure a seamless customer experience, contributing to customer retention and expansion of the full product portfolio. 
• Collaborate closely with customers to thoroughly understand their business needs, challenges, and goals. 
• Participate in key customer business meetings to ensure alignment with customer goals and objectives, demonstrating a deep understanding of their business. 

Collaboration Internal Partners as a customer advocate: 

• Partner effectively with solution consultants to develop tailored solutions that precisely meet customer needs and requirements. 
• Coordinate seamlessly with professional services teams to ensure timely and successful implementation of solutions, guaranteeing customer satisfaction. 
• Collaborate with the sales team and the Partnerships & Alliances team to develop and execute go-to-market campaigns with strategic partners. 
• Develop strong relationships with key partners, ensuring that the partner metric is consistently met or exceeded. 
• Partner and collaborate with Industry & Product Specialists to develop and execute impactful product marketing campaigns and develop our customer solution portfolio.
• Contribute to the prioritization of features and continuous improvement of our solutions and processes based on market feedback and customer needs. 

Performance Management and Reporting: 

• Closely monitor, analyze, and report on key performance metrics, including sales targets, renewal rates, and customer satisfaction, to track progress and identify areas for improvement. 
• Provide regular reports, updates, and other information on account management activities and outcomes to executive leadership, ensuring transparency and accountability. 
• Continuously assess and improve processes to enhance efficiency and effectiveness of the account management team. 

Key Success Measures 

• Sales Performance: Total Revenue, Team Quota Achievement, Average Deal Size, Win Rate, Sales Cycle Length, Revenue Growth, Upsell/Cross-sell Revenue, Net Dollar Retention, Customer Lifetime Value (CLTV), Customer Acquisition Cost (CAC) to CLTV Ratio, Partner Attach Rate, New customer acquisition.
• Leadership and Operational Efficiency: Account Manager Productivity, Strategic Account Planning, Operational Excellence, Team Morale and Turnover, Team Development 
• Challenge & Commit: Embraces challenges, takes ownership, and is fully committed to delivering exceptional results. 
• Growth Mindset: Continuously seeks opportunities for learning and development, embraces feedback, and is adaptable to change. 
• People Leader: Excels at leading, coaching, and developing team members, creating a positive and supportive work environment. 

About You

You’re a fit for the role of Manager, Commercial Account Management if you have:

• Customer Focus: A customer-centric mindset with a commitment to providing exceptional product and service through deep understanding and long-term partnerships with the Softwared technology customers.
• Leadership: Proven ability to inspire, motivate, and guide teams to achieve ambitious goals. Provides clarity, energy, and drive for success. 
• Account Management: Demonstrated ability to develop & execute a strategic account management process that focuses on building and maintaining relationships with key customers to ensure their satisfaction, retention, and drive business growth, leading to customer loyalty, advocacy and long-term revenue. 
• Sales Acumen: Strong grasp of sales processes and strategies, with the ability to develop compelling value propositions that address customer use cases with solutions from the product portfolio. 
• Negotiation: Proven ability to negotiate complex terms and conditions and close agreements for the sale and license of software and technology, including services. 
• Communication: Excellent executive-level verbal and written communication skills. Possesses strong interpersonal skills and active listening skills, capable of conveying complex information in an accessible and engaging manner. 
• Analytical Thinking: Ability to analyze market data, feedback, and sales performance to inform strategies and decisions. 
• Problem Solving: Proven ability to find solutions to difficult or complex issues by defining the problem, determining the cause of the problem, identifying/prioritizing/selecting alternatives and then implementing the chosen solution. 
• Collaboration: Exceptional ability to work effectively with cross-regional/functional teams, including sales, product development, marketing, and commercial excellence. 
• Adaptability: Comfortable working in a fast-paced, dynamic environment with a willingness to embrace change and new challenges. 
• Training & Education: Experience in developing and delivering training programs. 

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What’s in it For You?

Do you want to be part of a team helping re-invent the way knowledge professionals work? How about a team that works every day to create a more transparent, just and inclusive future? At Thomson Reuters, we’ve been doing just that for almost 160 years. Our industry-leading products and services include highly specialized information-enabled software and tools for legal, tax, accounting and compliance professionals combined with the world’s most global news services – Reuters. We help these professionals do their jobs better, creating more time for them to focus on the things that matter most: advising, advocating, negotiating, governing and informing.

We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments that celebrate diversity and inclusion. At a time when objectivity, accuracy, fairness and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward. 

Accessibility 

As a global business, we rely on diversity of culture and thought to deliver on our goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.

We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law.

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