Role Overview
Third Bridge's Account Management team is responsible for fueling the growth of the Third Bridge business through the management and expansion of our existing client accounts.
Account Managers are charged with leading the retention and growth strategies for a defined set of accounts, originating revenue expansion opportunities, minimizing client churn, and cross-selling additional products. You will actively maintain account and territory plans, defining specific action items towards achieving strategic commercial goals within a set timeframe and working with internal stakeholders to ensure objectives are achieved on a quarterly and yearly basis.
As an AVP, Account Manager, you will take full commercial responsibility for a substantial territory of Third Bridge's US Equity clients, including larger key accounts and strategically vital relationships, leading on complex and nuanced negotiations, and consistently delivering strong
commercial outcomes.
Account Managers are on the front-line of our business every day. You will spend a sizable chunk of your time travelling to and talking with senior decision makers, nurturing champion users, demonstrating our value proposition to new or less familiar users and ensuring our offering brings the maximum value across our client's research process. You will work in lockstep with one Account Associate, who is responsible for driving day-to-day user engagement across your book of business. You will also serve as a mentor and coach to
your dedicated Account Associate, helping ensure they develop their commercial skills and apply
best practices.
Principle Responsibilities
In this role, you will:
• Be accountable for the achievement of ambitious revenue growth goals across Third
Bridge's Library and Services business lines within your assigned book of business.
• Have full commercial responsibility for negotiating all client renewals, cross-sales and
up-sales within your territory, including carrying a revenue quota for the Library and
Services product
• Engage in monthly territory and key account planning; conduct relevant data analysis to
inform an ongoing account strategy; communicate and collaborate with internal and
external stakeholders to fully execute on these objectives.
• Manage the end-to-end client life cycle, including but not limited to critical activities such
as onboarding, monitoring usage, identifying inactive or at-risk clients, quarterly value
reviews, cross-sells etc.
• Meet clients in person on a regular basis to educate them on the Third Bridge value
proposition as well as to identify growth or at-risk opportunities within your book
• Provide business priorities to a dedicated Account Associate and help hold this person
accountable on a day-to-day basis
• Effectively guide and assist in the development of junior commercial colleagues where
appropriate.
Qualifications and Desirable Attributes
• Bachelor's degree or equivalent experience
• 3+ years' experience in B2B client relationship management or sales, ideally within
financial markets
• Experience managing a complex, multi-product book of business towards successful
outcomes
• Highly motivated and results-driven with consistent achievement of quota(s) across
multiple periods of time
• Self-starter, who can establish and organize daily sales activities working autonomously
• Strong leadership, communication, active listening, interpersonal and presentation skills
• Easily adaptable to changing, ambiguous and fast-paced environments
• Strong time management skills with the ability to multitask and prioritize work
• Experience with Salesforce.com or similar CRM systems, as well as Microsoft Office
and/or G-Suite tools
