Head of Account Management
4 weeks ago
Head of Account Management GlobalData - TS Lombard
Are you a dynamic and results-oriented Head of Account Management or Senior Account Manager with a proven track record in the financial markets, ideally with experience in selling to asset managers? Do you have the ability to manage a team of 3-4 account managers and drive exceptional growth by increasing account value by 20% or more? If so, Global Data TS Lombard a division of GlobalData PLC invites you to join our high calibre Sales/Account Management team in this senior role reporting to the Head of Global institutional Sales. [Depending on your background you may be given a small book of clients to manage hands-on, so that you can stay in direct contact with client needs, and product/client fit.]
About GlobalData TS Lombard:
We are a leading macro, thematic, data and strategy research firm renowned for providing independent economic, political, and investment strategy research in developing and emerging markets, alongside industry data products. Our division has a history of excellence spanning 35 years. Our clients include some of the world's most prominent asset managers, sovereign wealth funds, pension funds, private banks, and investment firms. We empower our clients with crucial insights, and unique data series, that help shape their investment strategies and drive success in the ever-evolving global financial landscape.
Job Description:
As the Head of Account Management for our Institutional Clients division, you will play a pivotal role in nurturing and mentoring a small but talented team of account managers, and in so doing, assisting in growing existing client relationships within the “buy-side” segment.
Key Responsibilities:
Manage a team of Account Managers: You will be entrusted with managing a team of three account managers, and potentially to mentor two sales assistants who report into new business day to day.
[Manage Buy-Side Client Relationships: You may be entrusted with overseeing a small portfolio of key buy-side client relationships, building strong connections and trust, so that you can stay in direct contact with client needs, and product/client fit.]
Drive Revenue Growth: Implement innovative strategies to increase the lifetime value of the book of business managed by your team, identifying opportunities for upselling and cross-selling, and growing the client book overall by 10% pa net of renewal losses. [last year’s new business will usually be transferred to the account managers].
Strategic Client Engagement: Collaborate with clients to understand their unique needs, providing them with tailored solutions and insights that exceed expectations.
Client Retention and Satisfaction: Ensure seamless renewal processes and maintain high levels of client satisfaction through attentive and proactive account management strategies, working closely with our Analyst team who are all incentivized to build “Buddy” relationships with large and mid-sized clients.
Interdepartmental Collaboration: Work closely with internal divisions, including the Analyst team to optimize the onboarding and renewal experience for clients.
Requirements:
Minimum of 5 years' experience: either a) at least 2 years of experience of team leadership (minimum 2 direct reports) plus 3 plus more years of hands-on account management; or b) five plus years of managing accounts with at least one year’s experience of acting as mentor to other account managers. In either case you will have been managing subscription client relationships in a comparable firm, with a background in research, data, or financial information.
Financial Markets Expertise: Proven experience and deep understanding of the financial markets, with a specific focus on the asset or wealth management segment.
Track Record of Success: Demonstrated ability to grow a large “book” of accounts by at least 10% per annum or more in previous roles, showcasing your strategic approach to account management.
Relationship Building Skills: Excellent interpersonal and communication skills, allowing you to build and maintain strong relationships with colleagues and staff clients.
Passion for Economic & Investment Research/Industry or Financial Data: A keen interest in economic, political, and financial market trends, empowering you to provide valuable insights to clients. Previous experience working with buy-side clients will be highly advantageous.
A clinical interest in performance metrics and process/systems thinking: as an outstanding head of account management you will never be satisfied unless you have a detailed understanding of KPI trends in the client book of business, from value & volume renewal rates, relationship between client digital engagement (with our content & analyst meetings and seminars) and loyalty rates, what works/does not work in terms of new product features, best means of engaging client interest, as well as building long lasting relationships. You will be used to running the numbers yourself from first principles using Excell/other tools, running surveys etc
Tools Proficiency: Strong skills in Excell. Familiarity with financial tools and platforms, such as Bloomberg, SalesForce, Gong, HubSpot
Leadership Aspirations: A drive to grow into a senior leadership position in a business which is now just one division in a c£280m revenues LSE listed company, contributing to the development and success of the organization.
If you are a proactive, results-driven, actual or potential Head of Account Management with a passion for the financial markets and the ability to manage a small team and achieve significant account growth, we welcome you to apply for this exciting opportunity at GlobalData TS Lombard. Join us in our mission to deliver unparalleled research & data and empower our clients to make informed investment decisions that drive success in the competitive financial landscape. Apply now to be part of our team of experts and make a significant impact on the world of financial research & data.
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