Account Manager

Are you a talented sales professional?

Would you like to be part of a high-growth sales team in APAC?

About Cirium

At Cirium, our goal is to keep the world connected. We are the industry leader in aviation analytics, helping our customers understand the past and present, and predict what will happen tomorrow.

Our mission is to transform the aviation industry by enabling airlines, airports, travel companies, tech giants, aircraft manufacturers, financial institutions, and many more to accelerate their own digital transformation.

Learn more about Cirium.

About the Role

Cirium is seeking a highly motivated Account Manager to drive revenue growth across a defined territory in Mainland China, focusing mainly on Airlines, Airports and Traveler space. The role carries responsibility for retaining and expanding the existing client portfolio through renewals, upselling and cross-selling.

The role serves as a trusted advisor to clients, developing a thorough understanding of their objectives and challenges and showing how Cirium's data and analytics solutions support better decision-making. Ability to access senior stakeholders and ability to navigate within large organizations are especially important in this role.

The ideal individual should be goal orientated and comfortable working within a fast-paced environment. They should possess excellent communication skills (telephone, video call, face-to-face), for both internal networking and client facing activity. Above all, this person should be passionate for success.

Responsibilities

• Build and run your own account strategy and work together with your colleagues in identifying a territory plan. Map the market, find untapped segments, rank accounts by potential and decide where to spend your time to win the most business.
• Identify new problems within given accounts that we can solve whilst working with internal resources to deliver new complex solutions
• Growing existing accounts in Mainland China
• Negotiate and close agreements, ensuring value-based price discovery and scoping terms
• Efficiently manage a portfolio of customers to optimize client satisfaction, engagement, and retention, also identifying upselling opportunities
• Keeping CRM hygiene to ensure reporting and identifying support needed
• Work with commercial strategy and marketing teams to design data-driven sales campaigns
• Attend and network at industry conferences and events, and share client dependencies with data and product teams

Requirements

• Native-Fluent level Chinese (Mandarin) and Business level English
• A positive, can-do and solution-oriented attitude, with a strong sense of ownership and resilience when things are uncertain.
• A self-motivated, entrepreneurial approach, with the ability to work independently and manage the territory as one's own business.
• Outstanding track record in managing entire sales cycles, including prospecting and new business identification
• Highly developed communication, negotiation, sales, and presentation skills
• Focused on understanding client needs and delivering solutions that add real value
• Creativity to drive win-win relationships for commercial improvement
• Embrace growth mindset, continuously seeking opportunities to improve and innovate
• Strong focus on achieving goals and delivering results through innovative and effective sales approach
• Experience working with State-Owned Enterprises
• Willingness to travel for key prospect visits and conferences as well as internal meetings

Nice to have

 

• Experience in using CRM systems, e.g. Salesforce
• Experience in selling analytics, market intelligence or data platforms
• Knowledge and experience within airlines or airports would be preferred

Support for success

Cirium is committed to equipping the successful candidate with the tools, training and expertise needed to succeed. This includes:

• CRM training: Comprehensive Salesforce training so the candidate can manage pipeline, forecasting and renewals effectively from the outset.
• 3C training: Structured sales methodology training, typically held in Singapore alongside colleagues from across the region.
• Regional expert support: Access to regional consultants, solution consultants and product specialists, who support discovery sessions, demonstrations, trials, while avoiding time difference
• Marketing support: Targeted campaigns, thought-leadership content and industry events designed to raise market visibility and generate leads within the territory.
• Product development support: A direct channel to the Product teams for sharing client insights and helping shape solutions for the local market.
• Global network: Connections with colleagues across Asia Pacific and worldwide, giving access to shared expertise, best practice and client successes.

Learn more about the LexisNexis Risk team and how we work here

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