Account Director

  • Competitive
  • Sydney, New South Wales, Australia
  • Permanent, Full time
  • Experian Singapore
  • 20 May 19

Account Director

As an Experian Account Director you'll be responsible for the growth and engagement of, along with development of business strategy, a portfolio of key accounts. These accounts will span across credit, banking and financial services. You will oversee existing client relationships and be responsible for new business development - Australia wide. You'll be selling Experian's Credit Services and Decisioning Analytics Solutions.

You will be experienced in and have a deep understanding of business sales strategy, with an ability to build mutually beneficial professional relationships. You will become a trusted advisor to senior leaders across your portfolio.

About you

  • Strong sales disposition and a drive to overachieve
  • Refined internal and external relationship skills
  • Track record in delivering successful account management strategies and partnerships and hitting revenue targets
  • Proven capability in driving outcomes in a demanding sales role

Essential Duties and Responsibilities

  • Identify major drivers for revenue growth over next 3 years within each account/market segment
  • Clearly and succinctly convey information and ideas to individuals and groups in a variety of situations
  • Build a territory plan to include CSDA integrated solutions with long term business value providing benefit to both existing clients and new prospects within assigned industries or geography
  • Achieve and exceed all revenue and performance targets. This is to include contracted as well as 'net new' business
  • Cross Sell - target is to achieve on average >3 new lines of business per client generating revenue in the FY
  • Develop industry specific value propositions
  • Champion the Net Promotor Score (NPS) process both to the client and internally to the Account Team. Embed NPS results into Territory Planning process and ongoing solution development
  • Champion best practice and innovation
  • Provide thought leadership - White Papers/Insight reports etc. and the provision of client/industry feedback internally
Knowledge

  • Able to research to understand client/industry organisations
  • Understand competitors' positioning, activities, strategies, and differentiators
  • Methods for promoting products or services
  • Ability to retain, cross sell and up sell solutions into a fixed client base using contemporary business development strategies
  • Understand regulatory requirements
  • Understand key market drivers

Experience

  • Developing territory plans that include short-term opportunities and long-term relationship strategies
  • Changing strategies to facilitate goal accomplishment
  • Developing and sustaining internal/external customer relationships
  • Effectively assess client needs to recommend high value solutions linked to their business drivers which will improve client loyalty
  • Taking responsibility for prioritisation of opportunities, efficiently utilizing internal resources, appropriate communication of account/opportunity plans and status, and running sales cycle and opportunity pipeline
  • Modelling a consultative sales approach to build credibility with clients and assigned vertical industries in order to become a trusted business advisor
  • Negotiating major deals or contracts along with strong closing techniques
  • Avid networker