Country Account Manager - Spain

Country Account Manager - Spain

Title: Country Account Manager - Spain
Location: Spain-Barcelona
Other Locations: Spain-Madrid, United Kingdom-London
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Main Purpose of Job:

The Scientific and Scholarly Research team is looking for a Country Account Manager for Spain who will be responsible and accountable for ensuring the customer base is renewed, net new business is added and market share is increased. This will involve developing the strategic territory plan, nurturing customer relationships and aiding the development of the overall customer relationship management strategy. Substantial travel will be required.

Duties:
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Achieve the annual retained and net new sales targets for the specified territories by maximising sales of Thomson Reuters Scientific & Scholarly Research products increasing market penetration. Defend market share against competition.
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With the Regional Sales Manager, develop the strategic territory plan (to include marketing, customer training, sales support services etc).
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Directly manage the Agents in specified territories. With the Regional Sales Manager, devise strategy to leverage various accountabilities, i.e. renewal rates, net new business forecasts, pipeline management, quote management etc)
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Nurture the customer relationship to the highest standard and assist in developing the overall customer relationship management strategy to be implemented across all markets and accounts.
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To manage the overall business through SFDC and ensure pipeline currency is maintained and timely, using this to report up to management as required.
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Collaborate both strategically and tactically with the Regional Sales Manager to optimise regional penetration.
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Ensure that all customer contact on the specified accounts is fast, efficient and knowledgeable.
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Substantial travel in the territory will be required, with a minimum of 50% time being customer facing
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To make positive efforts to promote personal safety and that of others by taking reasonable care at work, by carrying out the requirements of the law or following recognised codes of practice provided or advised by management to ensure safe working practices.
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To undertake any other reasonable duties as requested by your line manager on a permanent or temporary basis.
Knowledge, Skills, and Abilities Required:

* Knowledge of Spanish region
* Established and proven sales and key account management experience (incl. agent management)
* Advanced skills in negotiating, sales processes and closing deals
* Advanced presentation /public speaking skills
* Solid understanding of sales processes and negotiation skills
* Sound understanding of the library information industry with experience of selling in the information industry
* Has some knowledge of pipeline management
* Exposure to sales activities through distributors/agents and consortia and channel
* Good oral and written communications
* Can set priorities and be flexible in changing environment
* Fluent in English and Spanish languages, written and oral

Qualifications:
* Degree level education
* Proven sales and key accounts management experience (incl. agent management)
* Good understanding of sales processes and negotiation skills
* Experience within the library and information industry
* Experience of working with consortia as well as subscription agents
* Good oral and written communications
* Can set priorities and be flexible in changing environment
* Experience of CRM systems.

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