Key Account Manager

ResearchGATE

Company Type
Responsibilities
Experience
Workhours

The web was created by scientists and for scientists, to foster scientific collaboration and drive progress for a better world. Join our team to take the web back to its roots and achieve that original mission.

We’re a team of passionate optimists from around the world and from many different backgrounds. Together, we focus on building great products that change the way scientists communicate for the better.

We love what we do. We connect the world of science and make research open to all.

Objective of the Role

Transform ResearchGate’s business by growing revenue from ResearchGate’s most important clients, primarily Fortune 500 life-sciences companies.

Key Responsibilities - Areas of Accountability

Revenue growth: achieve and exceed targets by increasing spend among high-value clients

Customer experience, anticipating client needs, understanding their business, and delivering ResearchGate solutions that meet their objectives

All relevant client intelligence

As the key interface between client and internal stakeholders, ensure campaign deadlines and objectives are met

Management and reporting of data and forecasting to leadership

Key Responsibilities - Activities (client facing)

Generate new business from existing clients across functions and geographies, assessing needs and identifying opportunities to upsell, resell and cross-sell

Negotiate contracts including scope of work, timeline of delivery, and KPIs

Build and deepen client relationships beyond the scope of campaigns, including developing joint business plans

Source and deploy industry intelligence and data including customer/user insights to improve client results

Manage customer relationships and document all key interactions

Meet client needs and deliverables according to proposed timelines, consistently exceeding expectations

Key Responsibilities - Activities (RG facing)

Initiate and drive cross-functional projects and teams to achieve client objectives

Be the source of truth for customer intelligence including account plans and mapping, organizational charts, key stakeholders, short- and long-term objectives, activity planning, and forecasting

Report on pipeline, forecast, goals, and initiatives to leadership and key stakeholders

Deliverables (KPIs) - Revenue-related

Revenue target attainment and growth

Share of wallet/percentage of client spend

Customer success: satisfaction and retention, up/cross selling, and account expansion

Deliverables (KPIs) - Long-term Objectives and Key Results

Day-to-day activity tracking (calls, emails, demos)

Conversion rates

Account penetration: intelligence, contacts, and new business units engaged

Requirements - Experience

Outstanding record of exceeding revenue goals and growing high-value or high-potential accounts

At least 5 years of sales, account, or key account management experience ideally in a B2B environment

Experience in analyzing data and sales statistics, making data-driven recommendations and forecasting revenue

Experience in achieving global account penetration in multinational clients

Requirements - Attributes

High energy and drive

Goal-oriented, organized, and proactive team player who is self-motivated and self-directed

Strong customer service orientation

Outstanding problem-solving and negotiation skills

Strong communication and interpersonal skills with aptitude for building relationships

Previous experience in the life sciences or Ad Tech industry is preferred

Our hiring process is uncomplicated. You'll be interviewed by the people you'll be working with, so you can quickly find the role that suits you best and start making an impact.

We’re located at the heart of Berlin, one of the most exciting cities in the world and a place where people from all walks of life feel welcome.

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Confirmed 30+ days ago. Posted 30+ days ago.

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