Account Manager at Thomson Reuters

This role sits within our Financial & Risk (“F&R”) business. On January 30, 2018, Thomson Reuters announced that it signed a definitive agreement to enter into a strategic partnership with private equity funds managed by Blackstone related to the company’s F&R business. As part of the transaction, Thomson Reuters has agreed to sell a 55% majority stake in Financial & Risk and will retain a 45% interest in the business. Thomson Reuters will maintain full ownership of its Legal, Tax & Accounting and the Reuters News businesses. The transaction is expected to close in the second half of the year and is subject to specified regulatory approvals and customary closing conditions. When the transaction closes, this role will be included in the new F&R entity.

This position manages and grows revenue and market share at designated accounts to maximize customer satisfaction and achieve company’s strategic objectives. Develops and maintains client relationships to ultimately drive revenue growth. Develops and executes account strategy by collaborating with account team to deliver stronger, more relevant value propositions. 

Main responsibilities and skills

Questioning and qualification

The account manager will prospect senior corporate tax executives and perform a detailed qualification of self generated leads within their region to uncover clients’ issues. This will require a high degree of self motivation and effective time management. The role will also involve periodic attendance at trade shows, representing the organisation professionally and managing the timely follow up of all leads.

Client interaction

The account manager will organise and attend client meetings striving to challenge current thinking in order to deliver unique propositions. This will involve demonstrating sophisticated software solutions and learning and understanding industry best practise to position themselves and the organisation as a thought leader.

Organisation

The account manager will work closely with the client on the optimal solution liaising with internal specialists to present easy to understand information back to the client, identifying the potential return on investment. This will involve leveraging an internal team in an organised manner with clear attention to detail, ensuring all deadlines are met.

Results focus

The role will be targeted on the revenue generated from contracted sales of both software and services. They will have the drive and energy to exceed expectations being able to show true entrepreneurial spirit to maximise opportunities, continually looking to reduce sales cycles and with the tenacity to produce results on a monthly basis.

Influencing

The account manager will need to persuade both clients and internal contacts to move towards “win-win” situations. The role will require negotiation of key commercial and legal terms and the individual will be adept at making correct and informed business decisions aimed at achieving a positive outcome for both the client and Thomson Reuters.

Analysis

The account manager will need a strategic mindset to understand the requirements of large multinationals and how this impacts individual teams. Importantly they will continually analyse the way that they work looking for constant improvement and adaptability to add real value to the customer experience.

Team leadership

As well as managing their own pipeline, the senior account manager will be responsible for some coaching and mentoring of the existing team focussing on pipeline and large deal management.

Additional requirements

The account manager will be required to:

• Work as part of a team while also displaying the drive to achieve individual targets.
• Record all activity in a timely manner in the CRM system.
• Maintain a working knowledge of company products, special sales programs and marketing efforts within the sales division.

Critical Competencies: skills and abilities required for the role

Degree or equivalent required

• Relevant and demonstrable previous sales experience in a business to business environment, preferably dealing with JSE level clients.
• Detailed understanding of a solution sales process
• Ability and willingness to generate own leads
• Entrepreneurial spirit with experience of working in start up environments
• Excellent phone skills required
• Excellent communication and negotiation skills
• Tenacity and determination to thrive in a fast-paced environment
• Problem Solver with imagination to structure creative solutions in line with client requirements
• Long term relationship builder
• Ability to understand, communicate and demonstrate technical benefits of our tax software solutions
• Ability to apply sales concepts to obtain desired result
• Positive attitude and results orientated
• Detail orientated with ability to write reports with good computer literacy skills
• Strong time management and organizational skills
• Ability to work to deadlines and under pressure

Experience: relevant experience for the role

• Ideally 5+ years previous solution sales experience dealing with JSE organisations.
• Tax or accounting knowledge would be a distinct advantage.
• A track record of selling software.
•  Experience with salesforce.com would also be beneficial.