Field Client Manager

RELX•San Jose, CA

11d

About The Position

Manages client accounts within a medium-sized territory to drive retention and commercial growth. This developed professional works unsupervised, provides informal guidance, and may occasionally lead small sales teams. The role manages relationships with small- to medium-sized company customers, develops solutions and opportunities within established systems, clarifies customer needs, promotes products and services, and ensures customer requests are addressed. It also supports prospecting and compliance by identifying potential customers and escalating instances of policy, procedure, or regulatory noncompliance.

Requirements

Experienced practitioner able to work unsupervised; recommended general experience is 13 months to 3 years.
Basic experience coordinating the work of others; recommended managerial experience is 4 to 6 months.
Experienced competence in customer-focused approaches, customer relationship development, account/client management, and initiating sales conversations.
Ability to identify buying influences, understand customer needs and buying processes, manage buyer indifference and resistance, and build rapport.
Ability to understand customer issues and motivations, ask in-depth questions, and maintain positive professional relationships.

Responsibilities

Maintain relationships with small- to medium-sized company customers, personally or by supervising an account management team.
Develop solutions and new opportunities within established systems, and ensure customer demands are met.
Set objectives for sales calls and meetings, present standard materials, ask relevant questions, assess customer interest, and address requests for further information or explanation.
Develop and implement customer contact plans to communicate product launches and engage existing customers in relevant sales campaigns.
Serve as the first point of contact for customer queries and complaints; resolve issues or refer complex matters to others, ensuring customers receive an appropriate response.
Develop and implement contact plans to communicate product launches and engage potential customers in sales campaigns to build new relationships.
Identify potential customers through information, referrals, and recommendations from existing customers and other contacts, and through participation in trade shows and conferences.
Identify products or services that meet customers’ stated needs; recommend quantities and product configurations, explain the selection, and invite customers to purchase at standard prices and terms.
Identify team instances of noncompliance with organizational policies and procedures or relevant regulatory codes and codes of conduct, report them, and escalate issues as appropriate.
Provide informal guidance and occasionally coordinate or lead the work of small sales teams.