DataTrace Key Account Manager (Open to Remote)

First American • Santa Ana, CA

6d • $95,300 - $124,700 • Remote

About The Position

Join a team that puts its People First! As a member of First American’s family of companies, DataTrace is the nation’s largest provider of title and tax data, analytics and title automation for title companies nationwide. Our leading technology allows quick access to title history information, property tax assessment and payment data, document images, and property files in major metropolitan areas across the United States. Since 1889, First American (NYSE: FAF) has held an unwavering belief in its people. They are passionate about what they do, and we are equally passionate about fostering an environment where all feel welcome, supported, and empowered to be innovative and reach their full potential. Our inclusive, people-first culture has earned our company numerous accolades, including being named to the Fortune 100 Best Companies to Work For® list for ten consecutive years. We have also earned awards as a best place to work for women, diversity and LGBTQ+ employees, and have been included on more than 50 regional best places to work lists. First American will always strive to be a great place to work, for all. For more information, please visit www.careers.firstam.com. Responsible for the advocacy and management of business-to-business client(s) in a title insurance production environment, which includes providing the highest level of service to clients and their customers. Cultivate and maintain ongoing client relationships, optimize overall client satisfaction, and instill client confidence. Responsible for oversight of portfolio health and client performance while identifying new business revenue opportunities and generating new business by leveraging their sales experience, closing, and in-person presentation skills. Interact with senior-level staff, internal and external, to coordinate initiatives and projects and facilitate solutions with various internal/servicing teams. Manage multiple processes and projects and collaborate with internal departments to develop and enhance processes that have a significant business impact. Partner with internal managers on client trends to ensure client satisfaction and adherence to contract and business rules, while managing company risk and developing maximum potential volume from all Key Accounts for DataTrace products and services. Manage larger clients and/or more complex clients that have larger national portfolios with new products or requiring more intensity for oversight, etc. Analyze and understand the client and the client’s business structure, culture, goals, and needs, including future strategy across their enterprise and for servicing. Looks for cross-sale and revenue-generating opportunities Prepare and conduct monthly business reviews with clients to review DataTrace performance delivery Monitors DataTrace’s performance against contractual requirements, Service Level Agreements, and KPIs, resolving issues between client and internal operational units Work with client and internal business units on contract changes, change requests and statements of work, documenting required activities and corresponding compensation representing revenue opportunities Deliver prompt and effective global communication relating to incidents, process changes, enhancements, and overarching company information, ensuring consistent messaging, client satisfaction, and accuracy. Educate clients on company technology and processes Address client concerns promptly or escalate if necessary Coach client on available reporting tools; fulfill ad-hoc reporting requests by creating and enhancing new and existing reports Client communications may involve participating in management meetings and discussions, creating and delivering business-to-business presentations, onsite client visits, and creating client training materials to assist internal business units Meeting sales quotas or revenue targets as set by management Identify and generate new business revenue opportunities Ongoing responsibility to build customer relationships and service the customer's needs throughout the entire sales cycle Collaborates with internal marketing teams provided for their territory, where needed to develop local marketing content (print, electronic) and social media presence to drive brand awareness to support sales strategy Effectively creates or adapts and delivers presentations to customer groups, target customers, agents and others Interacts daily with other work groups (Operations, Marketing and Escrow branches Communicates proactively with and responds promptly to clients

Requirements

• Bachelor's degree or equivalent combination of education and experience
• Typically requires 5+ years in successful Key Account management roles in the Title Insurance industry
• Proven track record of meeting and exceeding sales goals
• Professional verbal, written, interpersonal, and presentation skills
• Planning, organizational, and territory management skills
• Ability to listen to customers and understand their needs and objectives to respond better and provide solutions
• Apply diplomacy and tact
• Strong interpersonal communication skills
• Strong negotiation skills
• Demonstrates persistence, tenacity, and consistency in pursuing revenue opportunities
• Flexible with the ability to adapt strategy to changing conditions
• Understanding of the market and competition with the ability to identify external threats and opportunities
• Ability to persuade and influence others
• Visibility requires maintaining a professional appearance and providing a positive company image to the public.
• MS Office Suite, MS Teams, Salesforce.com & Outreach contact, account, pipeline and task management

Responsibilities

• Manage larger clients and/or more complex clients that have larger national portfolios with new products or requiring more intensity for oversight, etc.
• Analyze and understand the client and the client’s business structure, culture, goals, and needs, including future strategy across their enterprise and for servicing.
• Looks for cross-sale and revenue-generating opportunities
• Prepare and conduct monthly business reviews with clients to review DataTrace performance delivery
• Monitors DataTrace’s performance against contractual requirements, Service Level Agreements, and KPIs, resolving issues between client and internal operational units
• Work with client and internal business units on contract changes, change requests and statements of work, documenting required activities and corresponding compensation representing revenue opportunities
• Deliver prompt and effective global communication relating to incidents, process changes, enhancements, and overarching company information, ensuring consistent messaging, client satisfaction, and accuracy.
• Educate clients on company technology and processes
• Address client concerns promptly or escalate if necessary
• Coach client on available reporting tools; fulfill ad-hoc reporting requests by creating and enhancing new and existing reports
• Client communications may involve participating in management meetings and discussions, creating and delivering business-to-business presentations, onsite client visits, and creating client training materials to assist internal business units
• Meeting sales quotas or revenue targets as set by management
• Identify and generate new business revenue opportunities
• Ongoing responsibility to build customer relationships and service the customer's needs throughout the entire sales cycle
• Collaborates with internal marketing teams provided for their territory, where needed to develop local marketing content (print, electronic) and social media presence to drive brand awareness to support sales strategy
• Effectively creates or adapts and delivers presentations to customer groups, target customers, agents and others
• Interacts daily with other work groups (Operations, Marketing and Escrow branches
• Communicates proactively with and responds promptly to clients

Benefits

• Based on eligibility, First American offers a comprehensive benefits package including medical, dental, vision, 401k, PTO/paid sick leave and other great benefits like an employee stock purchase plan.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees