À propos de ce poste Enterprise Key Account Manager (Banking & FI Sector) chez Dnb
Dnb · Sur site · Taipei - Taiwan
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【ROLE DESCRIPTION】
The Key Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers, with a focus on the banking sector. The Key Account Manager brings a Point of View to customer engagements and leverages D&B solutions to help banking clients address risk management, regulatory compliance, customer acquisition and business growth objectives.
The Key Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers, with a focus on the banking sector. The Key Account Manager brings a Point of View to customer engagements and leverages D&B solutions to help banking clients address risk management, regulatory compliance, customer acquisition and business growth objectives.
【EXPECTATIONS AND TASKS】
• Align D&B solutions with the clients' strategic objectives. Develop best practice account plans to ensure sales and revenue target delivery and sustainable growth.
• Develop relationships with new and existing customers and leverage them to drive complex strategies through large and global organizations, particularly within banking and financial institutions.
• Establish strong management and CXO relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
• Build a foundation on which to harvest future business opportunities and maintain accurate account information and coaching.
• Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become D&B references.
• Develop and deliver comprehensive business plans to address customer and prospect priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process.
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Leverage support organizations including Marketing, Inside Sales, Partners and Channels to funnel pipeline into the assigned territory.
• Advance and close sales opportunities through the successful execution of the sales strategy and roadmap. Negotiate proactively and pursue win-win outcomes for D&B and its customers.
• Maintain awareness of banking industry trends, credit risk practices, regulatory requirements and market developments to identify emerging opportunities and customer needs.
• Support all D&B promotions and events in the territory. Take an active sales leadership role in D&B events and banking industry engagements.
• Develop relationships with new and existing customers and leverage them to drive complex strategies through large and global organizations, particularly within banking and financial institutions.
• Establish strong management and CXO relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
• Build a foundation on which to harvest future business opportunities and maintain accurate account information and coaching.
• Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become D&B references.
• Develop and deliver comprehensive business plans to address customer and prospect priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process.
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Leverage support organizations including Marketing, Inside Sales, Partners and Channels to funnel pipeline into the assigned territory.
• Advance and close sales opportunities through the successful execution of the sales strategy and roadmap. Negotiate proactively and pursue win-win outcomes for D&B and its customers.
• Maintain awareness of banking industry trends, credit risk practices, regulatory requirements and market developments to identify emerging opportunities and customer needs.
• Support all D&B promotions and events in the territory. Take an active sales leadership role in D&B events and banking industry engagements.
【EXPERIENCE REQUIREMENTS】
• Minimum 6 years' experience in solution selling within account management and business development roles.
• Experience working with, selling to, or managing relationships within banks, commercial banking, corporate banking, transaction banking or financial institutions is highly preferred.
• Strong understanding of banking operations, credit risk management, KYC, compliance requirements and commercial lending environments would be an advantage.
• Strong commercial awareness and customer-focused mindset, with a keen eye for identifying new opportunities. Proven track record in meeting and exceeding sales and revenue targets.
• Flexible and adaptable, able to thrive under pressure with a resilient, “can-do” attitude.
• Resourceful self-starter and tenacious problem-solver, willing to roll up sleeves to meet client needs and enhance client experience.
• Detail-oriented and results-driven, capable of working independently while being a collaborative team player.
• Excellent communication and presentation skills in both English and Mandarin; highly skilled in negotiation and influencing.
• Established network within Taiwan’s banking industry will be a strong advantage.
• Experience working with, selling to, or managing relationships within banks, commercial banking, corporate banking, transaction banking or financial institutions is highly preferred.
• Strong understanding of banking operations, credit risk management, KYC, compliance requirements and commercial lending environments would be an advantage.
• Strong commercial awareness and customer-focused mindset, with a keen eye for identifying new opportunities. Proven track record in meeting and exceeding sales and revenue targets.
• Flexible and adaptable, able to thrive under pressure with a resilient, “can-do” attitude.
• Resourceful self-starter and tenacious problem-solver, willing to roll up sleeves to meet client needs and enhance client experience.
• Detail-oriented and results-driven, capable of working independently while being a collaborative team player.
• Excellent communication and presentation skills in both English and Mandarin; highly skilled in negotiation and influencing.
• Established network within Taiwan’s banking industry will be a strong advantage.
All Dun & Bradstreet job postings can be found at https://jobs.lever.co/dnb. Official communication from Dun & Bradstreet will come from an email address ending in @dnb.com.
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