About Us

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.

There is no single type of person whom we employ at the FT; our strength is in our employees, from all different backgrounds, united by a passion for delivering compelling, smart journalism.

 

Job Purpose

The B2B division of the Financial Times licenses FT content to organisations around the world, with clients across corporate, finance, government, professional services, education, and media sectors. 

The Client Relationship Manager (CRM) is a region focussed key account specialist responsible for retaining and growing the bank of business for the sector. This will involve the development of an annual sales plan for the region which identifies how the overall target will be achieved. The role holder will have responsibility for the retention and upselling of existing business as well as cross-selling and possess excellent account management experience. Regular 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 have the ability to manage a large number of accounts.
 

 

Main Duties and Responsibilities

  • To personally be responsible for the achievement of the retention and upsell business target set at the start of each new year.

  • To work in collaboration with the Business Development Manager (BDM) for this region and together to be responsible for the sector.  To include identifying how the combination of new business, upsell and renewals will achieve the total revenue targets.

  • Detect cross-selling opportunities

  • Identify which key accounts offer the greatest opportunity for upsell and together with the BDM plan the appropriate action.

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

  • To work closely with the marketing team to help prioritise and drive activities that will support the achievement of greater engagement.

  • To work closely with the Customer Success team to plan and prioritise activity to support the goal of retention and upsell.

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

  • To prioritise face to face meetings with clients, gain knowledge of the business operations and information needs of the client and actively network to build strong relationships at a senior level and with stakeholders in other departments within the company.  This will lead to a better understanding of requirements and establish new opportunities to support retention and upsell.

  • Actively network at external events to identify new business opportunities for BDM as well as upsell opportunities.

  • Document all sales activity in salesforce, and keep opportunities updated with regards to likely close date.

  • Feedback customer insight to assist with product development and cross-selling new products

  • Ensure dates of all renewals are well planned and work commences three months in advance.  Such activity requires excellent organisational skills.

  • Proven track record of selling within the French-speaking region

 

PERSON SPECIFICATION

Qualifications / Competencies / Skills / Experience

  • Proven account management experience and of meeting or exceeding retention and upsell revenue targets

  • Experience in successful contract negotiations in the online information industry

  • Experience carrying out face to face client meetings often negotiating with senior management within the company.

  • Commercial mindset and targets driven individual

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

  • Excellent presentation and communication skills 

  • Articulate and tactful communication skills, particularly on the phone

  • Organised and ability to prioritise busy workload in a fast paced environment

  • Ability to work accurately, with strong attention to detail

  • Good team player with a willingness to collaborate

 

Languages skills

Written / spoken French is necessary.

 

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 are 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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