Account Manager
New Business Revenue
Moscow / Russia
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We are an international Information Services Company with more than 17 000 employees in 37 countries all over the world. We gather, analyze and process data in ways others can’t. We help individuals take financial control and access financial services, businesses make a smarter decision and thrive, lenders lend more responsibly, and organizations prevent identity fraud and crime.

Key Duties:
To establish and realize new business and market opportunities and build effective business relationships to ensure ongoing profitable business for company

Key responsibilities
New Business Revenue:
Develop new business contacts from nominated prospects and the prospect universe.
Identify and evaluate opportunities, assess competitor activity and interest and, in consultation with the Sales Manager, make the decision to proceed with the contact strategy.
Extend existing products into new market areas by approaching new clients, presenting proposals and closing the sale.
Maintenance of appropriate sales funnel.
Plan sales strategy, qualify business issues and create consultative dialogue, i.e. by incorporating the Consultancy team.

Key responsibilities:
Develop new business contacts from nominated prospects and the prospect universe.
Identify and evaluate opportunities, assess competitor activity and interest and, in consultation with the Sales Manager, make the decision to proceed with the contact strategy.
Extend existing products into new market areas by approaching new clients, presenting proposals and closing the sale.
Maintenance of appropriate sales funnel
Plan sales strategy, qualify business issues and create consultative dialogue, i.e. by incorporating the Consultancy team

Account Development & Relationship Management:
Identify and deliver new sales opportunities from existing accounts.
Develop and maintain excellent client relationships.
Maintain communication with key contacts within the client organisation and internally within Company.
Continually improve customer service, understanding client requirements and ensuring Company is appropriately represented to the client.
Maintenance of appropriate sales funnel.

Budgeting and Sales Planning
Contribute to the development of tactical business plans, undertaking client research and identifying prospects, clients and marketplaces to shape new business sales focus.
Contribute to the development of accurate forecasts and budgets.

Tender Management
Lead tender submissions with a disciplined approach, involving Consultancy teams and other Company divisions where appropriate.
Own IT responses, costings and technical demonstrations.

Internal Influencing and Networking
Build effective working relationships at all levels and take responsibility for internal communications.
Ensure accurate information is passed to colleagues as and when necessary.

Vertical Market Penetration
Work with key divisions and individuals within Company in order to develop new VM opportunities.
Win new clients across new vertical markets.
Contribute to Group knowledge of vertical markets.

Market/Competitor/Product intelligence
Establish and maintain a thorough knowledge of E.S.’s products and services and how they may be used by clients.
Make use of networking across relevant organisations to gain competitor intelligence.
Understand E.S.’s relative attractiveness in the market place and develop and implement plans to optimise market share.

Personal Development
Proactive identification and progression through own Personal Development Plan to extend business, technical and interpersonal expertise.

Personal Development
Language ability: English – fluent (written and oral)
Education: Higher education (technical, economy)

Experience, Skills, Knowledges
At least 5 years experience of handling major accounts.
Experience in relevant sector (financial services, energy, telcos, insurance, Internet portals, etc.).
At least 3 years’ experience of submitting medium/large scale IT tenders.
Commercial/business awareness.
Understanding of industry sector and trends.
Project management experience.
Strategic Selling course.
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