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About the FT

The Financial Times (FT) is one of the world’s leading business news and information organisations.  We are recognised globally for our authority, integrity and accuracy.  We provide a broad range of essential services, including news, comment, data and analysis, to the growing audience of internationally minded business people. 

 

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 Senior Client Relationship Manager (CRM) is a region focussed key account specialist responsible for retaining and growing the bank of business across the DACH region. The role holder will have responsibility for the retention and upselling of existing business, with proven negotiation skills and possess excellent account management experience. This will involve the development of an annual sales plan for the region which identifies how the overall target will be achieved. 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 as well as cross-selling products. The role holder needs to be well organised, have the ability to manage a large number of accounts with a strategic mindset in order to build relationships with key stakeholders.
 

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

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

  • 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, upsell and cross selling

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

  • 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.

  • 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.

 

Required Skills and Experience

  • Proven account management experience and of meeting or exceeding retention and upsell revenue targets with a strategic mindset

  • Experience in successful contract negotiations in the online information/media industry

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

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

  • Excellent presentation and communication skills 

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

  • High level of initiative and motivation

  • Excellent organisation skills and ability to work under pressure to meet deadlines.

  • Proven track record of selling within the DACH or CEMEA region

Languages skills

Written / spoken German is not necessary but desirable.

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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