Account Director

  • Competitive
  • Sydney, New South Wales, Australia
  • Permanent, Full time
  • Experian Singapore
  • 23 Apr 19

Account Director

As our Account Director, working in Experian's exciting Credit Services and Decision Analytics business line, you'll be responsible for the growth and engagement, along with development of business strategy for two of our important key accounts. You will enhance existing client relationships and be responsible for new business development (net new) from these prestigious Experian clients.

You'll partner closely with our very successful Senior Strategic AD to maximise your portfolio and impact.

About you

You will be experienced in and have a deep understanding of business sales strategy, with an ability to build mutually beneficial professional relationships. You will become a trusted advisor to senior leaders across your portfolio.

- Strong sales career and credentials
- Extensive Financial Services Industry experience
- Refined internal and external relationship skills
- Proven capability in driving outcomes in a demanding sales role
- Track record in delivering successful account management strategies and partnerships
- Strong, demonstrated performance in a range of business development activities

Essential Duties and Responsibilities

- Identify major drivers for revenue growth over next 3 years
- Clearly and succinctly convey information and ideas to individuals and groups in a variety of situations
- Contribute to building Account Plans for both accounts to include CSDA integrated solutions with long term business value
- Achieve and exceed all revenue and performance targets from your key account portfolio. This is to include contracted as well as 'net new' business
- Cross Sell in portfolio
- Develop industry and Account specific value propositions
- Champion the NPS process both to your named key accounts and internally to the Account Team. Set aspirational targets for NPS improvement over time
- Champion best practice and innovation
- Improve frequency and effectiveness (purpose and output) of Executive Sponsor engagement across both key accounts
- Provide thought leadership across portfolio - White Papers/Insight reports etc. and the provision of client/industry feedback internally

Knowledge

- Able to research to understand client/industry organisations
- Understand competitors' positioning, activities, strategies, and differentiators
- Methods for promoting and positioning Enterprise Solutions
- Ability to retain, cross sell and up sell solutions into a fixed client base using contemporary business development strategies
- Understand regulatory requirements
- Understand key market drivers

Experience

- Operating and adapting in a dynamic environment
- Developing account plans that include short-term opportunities and long-term relationship strategies
- Changing strategies to facilitate goal accomplishment
- Developing and sustaining internal/external customer relationships
- Effectively assess client needs to recommend high value solutions linked to their business drivers which will improve client loyalty
- Taking responsibility for prioritisation of opportunities, efficiently utilising internal resources, appropriate communication of account/opportunity plans and status, and running sales cycle and opportunity pipeline
- Modelling a consultative sales approach to build credibility within portfolio in order to become a trusted business advisor
Negotiating major deals or contracts as well as proven closing techniques
- Demonstrable results in growing revenues within a defined client base both business development and account management
- Avid and passionate networker
- Business contacts and networks (particularly at a senior level) across your portfolio
- Well known and regarded in the industry