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The GM of Commercial Account Management will be responsible for managing the Thomson Reuters' Commercial Business in the Corporates Segment. The Commercial Business consists of Small and Medium sized Businesses served via Digital/Indirect/Direct Sales, and SDRs. The leader will own end to end accountability of customer engagement actions to ensure our Commercial customers continue to be successful and thrive.
The Position
The GM of Commercial Account Management, Corporates Segment, will be responsible for developing and executing sales and retention strategies that drive the objectives of the Corporates Segment across the globe. This leader will be responsible for managing the Thomson Reuters' Commercial Business in the Corporates Segment. The Commercial Business consists of Small and Medium sized Businesses served via Digital/Indirect/Direct Sales, and SDRs. The leader will own end to end accountability of customer engagement actions to ensure Commercial customers continue to be successful and thrive. The role will provide leadership and resource stewardship to global account management teams to maximize sales and retention performance, generate new and expansion revenue, and drive ROI.
We are looking for an experienced go to market account management leader who will develop shared objectives across the Commercial teams and create clear mechanisms to measure progress against goals. The leader is a seasoned and collaborative sales executive with deep expertise in sales and retention of Small and Medium-sized Businesses who can drive results in a complex, matrixed environment.
The ideal candidate will have a strong account management skillset, have experience in managing a large and capable global team, create efficient programs that drive high rep productivity, and launch processes designed to scale quickly while leveraging analytics, modeling, and data-based insights. This individual should know how to lead across internal cross-functional partners and have a strong grasp of business economics and P&Ls. A deep sense of ownership, drive, growth mindset, people management and entrepreneurship are essential.
About the Role In this role as GM, Commercial Account Management, you will:
Develop and drive execution of near-term and long-term Commercial sales and retention strategies by working to identify and prioritize target markets, customers, and products that drive transactional and recurring sales and revenue from new and existing customers and by aligning with the Corporates Segment's objectives and strategies. Build a highly efficient and productive account management team in a scalable model that enables high growth in markets around the world and utilizes the best combination of digital, inside sales, direct sales and partners to best serve our Commercial customers. Direct all Commercial sales teams on resource allocation decisions including outsourcing strategy, global center usage, and capacity management. Drive performance with marketing and partnerships and alliances to enable sales teams and marketing functions to align strategies, priorities and tactics that improve the entire end-to-end customer pipeline from lead generation to account activation, including sharing of customer insights and analytics, streamlined hand-offs for high conversion rates, efficient customer acquisition, a continuous customer experience, and shared accountability of pipeline performance metrics. Work with internal stakeholders to provide input and the "voice of the customer" to refine and build new Commercial Business product, partnerships, and platform enhancements. Drive thought leadership with core stakeholders, including: product, to feed customer input from the sales frontlines into product strategy and innovation; product marketing and commercial excellence to drive pricing, packaging, and marketing insights; field sales, partnerships & alliances, and strategy to coordinate strategy, partnership opportunities, competitive insights and actions; and commercial excellence and operations & technology to influence sales support, incentive planning, and customer experience. Design and execute account management talent and capability improvements by defining target sales and retention hiring profiles, upskill/development programs, coaching programs, support needs, and sales tools that are aligned with growth needs of the Corporate Segment's objectives and commercial growth strategies. Recruit, onboard and develop high performing, growth mindset oriented, and dedicated account management reps and managers globally while ensuring a progressive career path and development for the future. Facilitate sharing of learnings between sales teams across markets; and actively coach the leadership to be effective people leaders. Own and manage the Commercial sales pipeline by establishing mechanisms to track, evaluate, de-bottleneck the Commercial sales pipeline and build transparency of pipeline performance across the Corporates Segment. Own and manage sales performance by setting targets and KPIs (leading & lagging) that are tied to effective quotas/incentive structures/programs to motivate the sales team to achieve priorities aligned with overall Commercial Business strategies. Own reporting of sales performance, forecasts, pipeline and productivity to drive transparency across the Corporates Segment organization. Continually assess, clarify, and validate strategy and process. Track, measure and report on sales effectiveness and adjust programs and strategies as necessary.
About You You're a fit for the GM, Commercial Account Management if your background inculdes:
15+ years of progressive sales or account management leadership experience, especially with high-growth digital/ inside/direct sales teams supporting Commercial customers in a highly matrixed global organization Proven record and deep experience in recruiting, enabling, developing, and leading a highly successful sales and retention team of top talent Strong knowledge of industry, Thomson Reuters products, our competitors, and geographic nuances to inform a winning SMB Sales strategy Deep customer insights on content and workflow needs/requirements, growing markets and customers and key customer touchpoints across the sales funnel Exceptional ability to manage day-to-day team performance to meet consistently monthly, quarterly, and annual targets, OKRs and metrics Experience of working across geographies, regions and functional groups to achieve common objectives serve as part of a collaborative, hands-on executive team Proven track record of achieving consistently monthly, quarterly, and annual targets, driving operational excellence, forecasting with accuracy, and supporting P&L goals Ability to apply creative concepts to devise solutions Demonstrated record of executing against goals with a true executive mindset (e.g., builds a disciplined environment, knows when to get in the details vs. delegate) Operates with a growth mindset and a high sense of urgency and ability to lead multiple projects simultaneously Ability and willingness to travel nationally and globally as needed Business acumen and a strong understanding of product strategy. You excel at identifying business opportunities and navigating commercial challenges Distinctive problem-solving, change management, and strategic and analytical capabilities, and experience building trusted relationships with executive and cross-functional stakeholders Ability to communicate with excellence (written and verbally), present, and craft compelling narratives to influence internal and external technical and business stakeholders at C-suite levels and across diverse teams at all levels Deep comfort operating in the ambiguity of an ever-evolving product that operates at scale globally Ability to effectively model, manipulate data and work with analytics tools turning them into insightful business recommendations to optimize strategy BS/BA required; MBA or Master's degree a plus
#LI-AY1 What's in it For You?
You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through:
Wellbeing: Comprehensive benefit plans; flexible and supportive benefits for work-life balance: flexible vacation, two company-wide Mental Health Days Off; work from another location for up to a total of 8 weeks in a year, 4 of those weeks can be out of the country and the remaining in the country, Headspace app subscription; retirement, savings, tuition reimbursement, and employee incentive programs; resources for mental, physical, and financial wellbeing. Culture: Globally recognized and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance, and more. Learning & Development: LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company; Ten Thousand Coffees Thomson Reuters cafe networking. Social Impact: Ten employee-driven Business Resource Groups; two paid volunteer days annually; Environmental, Social and Governance (ESG) initiatives for local and global impact. Purpose Driven Work: We have a superpower that we've never talked about with as much pride as we should - we are one of the only companies on the planet that helps its customers pursue justice, truth and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world. Do you want to be part of a team helping re-invent the way knowledge professionals work? How about a team that works every day to create a more transparent, just and inclusive future? At Thomson Reuters, we've been doing just that for almost 160 years. Our industry-leading products and services include highly specialized information-enabled software and tools for legal, tax, accounting and compliance professionals combined with the world's most global news services - Reuters. We help these professionals do their jobs better, creating more time for them to focus on the things that matter most: advising, advocating, negotiating, governing and informing. We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments that celebrate diversity and inclusion. At a time when objectivity, accuracy, fairness and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward. Accessibility As a global business, we rely on diversity of culture and thought to deliver on our goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace. We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law. Protect yourself from fraudulent job postings click here to know more. More information about Thomson Reuters can be found on https://thomsonreuters.com.
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Thomson Reuters
life insurance, parental leave, paid time off, paid holidays, tuition reimbursement, 401(k)
Oct 11, 2024