Account Development Specialist

Description

Company Description:

The Acuris products and services provide the global investment advisory and corporate communities with intelligence and analysis, leading to real revenues for customers. With regional head offices in London, New York and Hong Kong and over 300 journalists in 65 locations worldwide, reliable and validated proprietary intelligence and historical data is provided via the Acuris on-line platforms. Our customers are amongst the world’s leading legal & advisory firms, investment banks, hedge funds, private equity firms, fund managers, and corporate firms.

Job Description:

Within Perfect Information, this role, based in the London office, will be to work in tandem with the Account Manager to proactively penetrate accounts globally and ultimately drive revenue growth. You will also assist with trials and build stimulus and proactive campaigns that will drive usage. Being part of Acuris, you will also work with teams from various product lines such as Mergermarket and Debtwire on mapping users and grey space opportunities.

This position is critical to the success of Perfect Information’s accounts growth, the successful candidate will play a crucial part in this.

What is the purpose of this role?

One of the key focus is to understand your subscriber’s needs, current focus, as well as a deep understanding of their workflow and PI specific applications and value.

What is this role accountable for?

• Primary objectives: protect and grow PI’s account base, drive new business
• Identifying and delivering increased revenues combined with excellent service levels
• Provide support to account managers to meet growth objectives: work closely with Account Managers to map out accounts and work towards increasing footprint via new geographies/departments/other users Delivering on revenue objectives for given territory along with New Business teams
• Prepare for and
• Elaboration, with the Marketing and content teams, of documents for customers covering market analysis and the best journalistic opportunities
• Participate in high level meetings to practitioners along with the account managers to understand PI’s unique value proposition.
• Produce weekly reports highlighting key opportunities, milestones, and action points.
• Review process on a monthly and quarterly basis
• Analyse usage profiles to stay ahead of potential risks.
• Work closely with the PI Knowledge Centre and RM team to coordinate joint effort and “task based” campaigns
• Work with account managers to relay PD and client feedback
• Build and maintain a strong relationship with MMG RM team to ensure ongoing dialogue and cross product collaboration

What is the development focus of this role?

• Deeply understand PI user base work flow and PI specific applications/value
• CRM Understanding and sales knowledge: how to sell PI’s product offering
• Industry/market knowledge: understanding client base, who buys & why, industry themes, market issues that may drive sales
• Presenting PI externally to clients, typically leading investments banks, corporate law firms & professional services
• Managing multiple relationships and clients.

What are the expected KPIs for this role?

• 20 meetings per month with unique practitioners.
• Weekly email to the commercial team with anecdotes to equip sales team
• Travel to 7 offices to expand user base.
• Quarterly presentation of priority list, RAG accounts and usage patterns
• Work with marketing and Knowledge Centre to create regular stimulus campaigns
• Follow trial protocol to maximize usage and understanding of value proposition
• Present to commercial team twice a month key finding of “why” to a specific job function.

Acuris is fully committed to a policy of non-discrimination and to promoting equality of opportunity in employment on grounds of merit, experience, skills and aptitude in order to maximise the full potential of both existing and prospective employees.