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STRATEGIC ACCOUNTMANAGER ENTERPRISE ACCOUNTS

STRATEGIC ACCOUNTMANAGER ENTERPRISE ACCOUNTS

ALTARES DUN & BRADSTREET
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ALTARES DUN & BRADSTREET BENELUX

Dun & Bradstreet helps companies improve their business performance through data and insights delivered through their Data Cloud, Live Business Identity, and the solutions they power.

In Q4 2016 French Nexicap acquired Dun & Bradstreet Benelux and merged it with another data-company, Altares. And from that moment on a very powerful alliance between D&B Benelux and Altares (further: AD&B) has been established.

In the Netherlands AD&B and approx. 120 colleagues are located in a brand new office in the modern Montevideo-tower at the exciting “Kop van Zuid”, Rotterdam. AD&B services almost every large Dutch based company. Furthermore AD&B is servicing with pride the Dutch Mid-corporate segment.

With over 100 years of vast experience AD&B is a seasoned player with regard to collecting, reading and enhancing data. Both “proven, high efficient products” as well as, and more and more “bespoke tailored solutions” in the following disciplines:

  • Risk Management
  • Supply Management
  • Sales & Marketing Management
  • Data Management
  • Compliance / Know Your Customer Management

With:

  • A relatively young but in the meantime quite experienced management team
  • Enthusiastic colleagues – for a part still selected from ‘the old organisation’, but more and more built by external hires
  • New energy and fresh ideas
  • Even smarter solutions for its clients
  • A fully new and re-shaped working environment
  • An agile, modern and entrepreneurial organisation
  • Full confidence that a really beautiful future lies ahead, together with AD&B staff and with AD&B customers

ORGANISATION

AD&B has a three-headed Benelux Management team: the Managing Director Benelux / Group COO and the Commercial Directors for the Netherlands and Belgium/Luxembourg.

The commercial AD&B organisation consists of 3 pillars:

  • The pillar that aims on Corporate Accounts – The Enterprise Account Team has a strong focus on the top 250 companies in the Netherlands, in: Banking, Insurance & Payment Providers; Government; Marketing & Retail; Telco, Utilities & IT.
  • The pillar that aims on Mid-corporate AD&B clients: National Accounts NL; National Accounts BE; Inside Sales Benelux.
  • And finally a pillar Pre-Sales.

Furthermore the commercial organisation is working closely together with the teams ‘Product-management’ and ‘Customer Services and Customer Experience’.

STRATEGIC ACCOUNT MANAGER - ENTERPRISE ACCOUNT TEAM

As of now the Enterprise Account Team is looking for a new:

Strategic Account Manager (SAM)

who strengthens the team. The team consists of 8 professionals, with a direct reporting line to the Commercial Director Netherlands, Corné van Doesburg.

POSITION – OBJECTIVE AND KEY-TASKS

Objective

To act as a strategic customer relationship manager to develop AD&B’s largest and most complex customers at Type C level – 1. This includes:

  • Opening, managing and closing long term and complex solution lead sales;
  • Understanding and developing value propositions with our customers and prospects;
  • Creating long term partnerships and owning the commercial relationship.

Key-tasks

  • To understand the market in large, industrial corporates and adopt an AD&B strategy to optimise sales and revenue opportunities.
  • Ability to translate business requirements into AD&B solutions, using a consultative selling approach.
  • Identify and evaluate new opportunities to close profitable deals across industry sectors, focusing specifically on up-sell, cross-sell and new-logo sales, whilst maintaining and growing core revenue.
  • Leads the creation and implementation of effective “solution reviews” to measure our ROI with customers projects.
  • Achieve sales and revenue growth according to agreed targets by focusing on the customer and recommending the appropriate AD&B products and solutions, and by achieving targets for retention (renewal of existing contracts) and new business.
  • Building and maintaining ongoing strategic C level -1 customer relationships across the customer organization.
  • Ensure maximum exposure of AD&B products and services across targeted accounts and maintain a robust opportunity funnel.
  • Coordinate and leverage segment specialists and other AD&B resources on target accounts.
  • Develop and implement strategic account plans with clear objectives to increase account penetration and secure against competitive threat.
  • Measure and communicate progress against monthly targets by accurately and timely reporting/forecasting via CRM system.

WHO IS THE NEW STRATEGIC ACCOUNT MANAGER

Desired skills

  • High energy level, continuously curious and looking for solutions
  • Thinking in opportunities and possibilities instead of threats and no-go’s
  • Pro-active and a self-starter
  • Builds relationships and knows how to build account teams and how to build common interest
  • Entrepreneurial spirit, tenacious, creative, hands-on and at the same time strong analytics
  • Continuously learning and highly adaptive skills
  • Highly demanding, with regard to himself and to others
  • Able to work with deadlines and under time-pressure
  • With a fine balance between results now and future possibilities
  • Challenger personality, is able to provide insights to the customer how to do things better and more efficient
  • Excellent negotiation skills

Expertise & Background

  • BSc / MSc level
  • A minimum of 8 to 10 years of (direct) sales experience with proven track-record in major / strategic accounts in complex servicing and products, and sales responsibility with a minimum of 2M EURO
  • Experience in (adjacent) business is a big plus
  • Proven track-record in: data; analytics. Software and/or information management is a strong pre too
  • Experienced in simultaneously managing several projects
  • Experience in change: both internally as well as externally
  • Strong negotiator, easy coordination of functional teams
  • A firm basis in consulting skills is advisable, holds complex stakeholder management skills
  • Fluently in Dutch and English

WHY AD&B?

AD&B stands for more than 100 years of experience in building valuable data and intelligence for the majority of the Dutch economy. Combined with the diligence and the energy that fits a young and ambitious company in Data Analytics and Enhancement. Curious, progressive, together and really there for its customers!

Want to find out more? Contact us

Simmons + Simmons
Intermax Cloudsourcing
Aon Inpoint
Altares Dun & Bradstreet
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Alphacomm
JMango360
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4SeasonsSpa
hdi specialty
make zends
Quintes Holding
VanDoorne
Lindsay
Adres
Heemraadssingel 82
3021 DE Rotterdam

telefoon 010 740 21 21
E-mail info@nobusearch.nl