Senior Account Manager (Outside Sales)

Department:             Global Sales & Service
Reports to:                Sales Manager

Purpose:

Responsible for meeting or exceeding revenue targets and generating significant revenue growth from a select group of high potential and / or high-billing Key accounts. Prospect, develop, expand and manage these designated Key accounts to maximize revenues and increase overall Media business opportunities.

An external sales role with client interface primarily at senior executive and management levels, focusing on the strategic nature of the relationship.

• SAMs call on accounts, provide product information and/or present demonstrations of how the product/service will meet the client’s needs.
• SAMs identify and evaluate clients’ needs for complete visual solutions, striving to establish as the preferred provider of visual content, as well as Rights services.
• SAMs provide internal feedback about evolving client needs and expectations, as well as information about competitors’ activities in the field.
• SAM’s should work closely with internal assigned teams to ensure that their clients are serviced adequately.
• Networking at evening events will be a huge requirement in this role, where new and potential clients will be established.

Responsibilities:

Market and Sales Execution

• Responsible for meeting or exceeding assigned revenue targets in designated territory, responsible for 50-100 assigned accounts.
• Securing annual subscription deals..
• Presenting products/offerings at client Board level.
• SAM is responsible for developing and bringing in new accounts.
• Use a proactive, consultative selling approach for long-term relationship building and structuring large strategic deals.
• Develop business opportunities by working with appropriate internal “Subject Matter Experts” (SMEs) inside Product management group.
• Work under the direction of the Sales Manager and with the local sales team, to convert targeted Key accounts into active and strong customers.
• Establish multiple and senior level contacts within Key accounts. Present to, consult with and cultivate relationships with decision makers and decision influencers within each organization including but not limited to: Creative Directors, Art Buyers, Brand Managers, Account Directors, VP Creative, CEOs, Publishing Directors, Photo Editors and Chief Financial Officers.
• Identify opportunities for solution agreements: develop, negotiate and close contractual solution agreements. Discover, pursue and close opportunities for high volume sales in an industry more accustomed to transactional sales.

• Identify and evaluate clients’ needs for solutions in relation to the full range of services.
• Responsible for organising client events and representing the company.
• Effectively present the company’s services and collections, content and front-end systems to clients at all levels; create and deliver tailored presentations relevant to specific Key accounts’ needs.

Team Building

• Work with all sales staff, as their client liaison, to create and implement compelling solutions packages tailored to the needs of specific Key accounts.
• While working closely with SAEs, use the highest standards of interpersonal communication, to lead the team in developing business with Key accounts.
• Work closely with Account Managers (AM’s) to discuss account strategies, planning and provide mentoring and coaching when necessary.

Internal Corbis Interaction

• Work with the legal team to establish the legal terms of agreements and to implement contracts for the provision of visual content services to Key clients.
• Liaise with Global Sales Development and other Senior Account Managers worldwide to coordinate sales strategies on national and global accounts.
• Partner with marketing to provide feedback on, and aid in the development of, compelling collateral and to report on market and creative trends.
• Partner with all departments to provide feedback on, and aid in the development of their products and services based upon client usage, feedback and demand.
• Responsible for supporting the Finance department related to client invoicing, account information, credit and payment related activities.
• Liaise closely with the Human Resources department on all staffing and employee related activities.

Activity Reporting and Success Analysis

• Report all sales activities (using Monthly Activity Reports) to Sales Management and team of Senior Account Executives.
• Track and maintain target sales forecast and pipeline activity reports.
• CRM – Maintain accurate, thorough, updated and timely notes in Account Development Plans and client contact database by recording every client contact.

Contacts:

This role requires frequent interaction with individuals across all levels of the sales organization. Collaboration with Research, Marketing, departmental SMEs (Subject Matter Experts) and Legal will also be required on a regular basis.

Requirements:

• Demonstrated success in a results-driven sales environment, with a track record of achieving and exceeding demanding sales targets.
• Extensive experience including a minimum of 5 years in strategic, Key Account consultative selling for a service company prospecting and developing accounts, including all phases of sales development (prospecting, proposal development, negotiation, closing and relationship/account management).
• Experience managing and developing Key accounts is essential. A consultative sales approach combined with measurable success with new business generation is critical.
• Excellent presentation, listening and consulting skills a must.
• An established network of contacts in related and relevant industries (design, advertising, publishing or photography).
• Strong interpersonal, organizational and communication skills. Self-motivated, goal-oriented with strong time management skills required.
• Team–oriented: The ability to work effectively as a member of a diverse team of people.
• BA / BS in business studies or other.
• The ability to lead and inspire others to provide the highest levels of service and support to Key clients.
• Regular travel within designated territories for client visits, networking opportunities and company meetings.
• Analytical and financial aptitude a must to perform account results and growth analysis, contractual negotiations, market intelligence and client’s business analysis.
• Willingness to commit to an extensive training program, and to participate in other professional development opportunities in order to establish the most effective Key account sales program in the industry.
• Requires computer literacy in Word, Excel, PowerPoint and Windows applications, Internet savvy a must.

The above statements are meant to describe the general nature of the level of work being performed by individuals assigned to this position. They are not intended to be an exhaustive list of all duties, responsibilities, and skills required of personnel so classified.