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Across the FT Group, our people are united by a mission to deliver world-class information, news and services to our global audiences. We're a digital-first organisation made up of journalists, technologists, product managers, event planners, strategists, commercial and finance experts, marketing and communications specialists - and much more. Our strength is in our employees.

Our commitment to diversity and inclusion in the workplace

At the FT, we aim for employees across all regions to have a voice so that diverse perspectives are heard and valued. We believe that a supportive workplace is one where employees feel they can be themselves at work and have the flexibility they need to meet their personal needs. We'll continue to remove barriers for all, and in particular barriers facing employees from underrepresented groups.

The Role / Position Overview

The B2B Content Sales team is responsible for licensing FT content directly to corporate and education customers. Our customer base includes global Fortune 500 companies across a range of sectors including finance, government, resources and consulting. 

The Sr. CRM is a key account specialist responsible for retaining and growing a bank of business made up of strategic accounts across a number of sectors in Asia Pacific. The candidate will have responsibility for the retention and upsell of existing business. You will be considered a “specialist” within B2B and take the lead on your accounts by planning and executing creative solutions and exploring all revenue-generating opportunities within each of your accounts. The role will involve the development of an annual sales plan which identifies how the overall target will be achieved. Regular face to face contact and building relationships with clients will be key as will the ability to work with marketing and the customer success team to develop engagement activities throughout the year to support retention and upsell. 

Excellent communication and the ability to seek out solutions to problems to support customer satisfaction will be key. The role holder needs to be well organised and strategic in order to manage a high value bank of business. Having the confidence to come up with new ideas and then presenting these to senior stakeholders internally and externally will be key. You will also be expected to get involved in new projects or initiatives and in working groups.

A significant proportion of sales activity is expected to be face to face, employing a consultative sales approach, so relevant experience is required in negotiation and closing sales with senior decision makers and centralised information professionals across several industry sectors.

In this role you will:

  • Plan your accounts to create a strategy with a long term view to optimise sales revenue. This is very much thinking for yourself as opposed to asking for the answer.

  • Manage strategic accounts across the whole lifecycle from one renewal to the next, including account plan, working with stakeholders both internal and external, and getting more for the overall business from referrals.

  • Identify upsell,  risky and growth accounts within allocated bank of business to ensure renewal and upsell opportunities are maximised. This includes monetising engagement, identifying new growth opportunities and minimising attrition.

  • Leading and  navigating strategic risky accounts and coming up with a solution that is beneficial for the business. Working with the relevant teams to develop and oversee the implementation of  the appropriate plan.

  • Build and nurture customer stakeholder relationships to ensure client delivery  and optimise business outcome.

  • Identify opportunities for selling new products to existing customers.

  • Collaborate with Customer success colleagues and feedback on  account insights.

  • Work with the appropriate support departments to ensure that customer issues are handled consistently and effectively.

  • To keep up to date with market & competitor developments and have the ability to speak with confidence on the FTs value proposition.

  • Document all sales activity in Salesforce and maintain your business pipeline.

  • Feedback customer insight to assist with product development.

Qualifications / Competencies / Skills / Experience

  • At least 7 years of sales experience preferably in managing large value and strategic accounts.

  • Well-developed negotiation and influencing skills to gain commitment from clients and internal colleagues

  • Ability to work collaboratively as part of a high performing team to succeed.

  • High level of initiative and motivation

  • Target driven and ability to bring new ideas to the table

  • Good working knowledge of MS office programs

  • Prior experience of using CRM systems

  • Fluency in (business) English, both oral and written. Fluency in Mandarin will be an added advantage

What’s in it for you? Our Benefits

Our benefits vary depending on location, but we are committed to providing best in class perks across all our offices as well as an inclusive environment to develop your career. Examples of our benefits include; generous annual leave allowances, flexible working (including working from home), medical cover, enhanced maternity & paternity packages, subsidised gym memberships and Giving Back opportunities. Full details of our benefits can be found here.

 Further Information

The FT is committed to providing an inclusive working environment for all. We are an equal opportunities employer who seeks to recruit and appoint the best talent regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socio-economic background, religion and/or belief. We also promote flexible working and will consider specific requests around flexibility for all roles where it can be accommodated. Please let us know if you require any adjustments as part of the application process or to enable you to attend an interview. If you would like to discuss your requirements, or have any questions, please contact a member of our HR team who will be happy to help. 

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