Account Manager - Maritime Intelligence
- Huangpu, Shanghai, China
The objective of the role is to successfully manage an existing book of subscription business through regular contact and excellent customer service, to grow the existing revenue through exploring new opportunities within an organization, to pursue new logo opportunities through marketing and self-generating activity to expand the business in Greater China including Hong Kong and Taiwan.
ROLE AND RESPONSIBILITIES
Managing a high-volume book of business, expanding the annual subscription in an effort to increase usage, grow the existing user base, and upsell our services.
Upon analyzing clients' business needs, proposing solutions, product enhancements, and new developments to maintain and grow business through renewals.
Analyzing client usage trends to identify growth and risk areas.
Scheduling sales activity around new-lead calls, renewal calls, business review calls, product demonstrations, and customer queries.
Following up on sales enquiries within agreed time frames to open sales opportunities, responding to customer calls regarding a specific set of products and services and identifying upselling opportunities from such calls.
Conducting phone conversations and online demonstrations to identify and qualify prospective customers and record sales prospecting activity in the Salesforce system.
Working across Shipping, Commodity, Financial Services and other Commercial clients to integrate Lloyd's List Maritime Intelligence solutions
Providing customer feedback to Product, Data-content, and Marketing teams to improve products and roll out website localisation.
Gathering competitive intelligence to uncover potential changes in clients’ business needs; turning client feedback into actionable strategies to drive new business and address competitive risks.
Preparing and submitting accurate weekly, monthly, and quarterly sales reporting and forecasting, as well as achieving specific monthly, quarterly, and annual sales quotas.
Developing relationships with customers to ensure long-term partnerships.
Working effectively with Japan sales leader as well as independently.
A Bachelor’s degree
Prior B2B sales experience in selling intangible products/ service, preferably in Business Intelligence, Subscriptions, data services, etc.
A minimum of 3-year work experience in a client facing role, Shipping, Energy or Financial Services background is preferred but not limited to other sectors.
Ability to communicate with clients in a clear manner with strong presentation skills.
Personal Qualities: integrity, confident and positive manner, highly organized, strong multitasker, adaptable, honest, trustworthy, ambitious & resilient.
Communication & Collaboration: Strong demonstration of teamwork, collaboration and camaraderie working with colleagues and internal senior stakeholders across different departments and divisions globally.
Fluent in verbal and written business-level Mandarin Chinese and English, Cantonese speaking skill is a plus.
Proficient in Microsoft Office applications (Word, PowerPoint, Excel, Salesforce, etc.)
Knowledge of contracts and proposal process.
Quick learner of new products and sales approaches.
Informa is committed to equal employment opportunity for all employees and applicants for employment without regard to age, color, creed, disability status, gender, national origin, race, religion, sexual orientation, or veteran status, or any other legally protected status.