Strategic Account Manager

Full time, Rotterdam/Brussels

Job description

Tasks and Responsibilities

AD&B stands for more than 100 years of experience in building valuable data and intelligence for the majority of the Dutch economy. Combined with the diligence and the energy that fits a young and ambitious company in Data Analytics and Enhancement. Curious, progressive, together and really there for its customers!

To act as a strategic customer relationship manager to develop AD&B’s largest and most complex customers at Type C level – 1. This includes:

  • Opening, managing and closing long term and complex solution lead sales;
  • Understanding and developing value propositions with our customers and prospects;
  • Creating long term partnerships and owning the commercial relationship.


  • To understand the market in large, industrial corporates and adopt an AD&B strategy to optimise sales and revenue opportunities.
  • Ability to translate business requirements into AD&B solutions, using a consultative selling approach.
  • Identify and evaluate new opportunities to close profitable deals across industry sectors, focusing specifically on up-sell, cross-sell and new-logo sales, whilst maintaining and growing core revenue.
  • Leads the creation and implementation of effective “solution reviews” to measure our ROI with customers projects.
  • Achieve sales and revenue growth according to agreed targets by focusing on the customer and recommending the appropriate AD&B products and solutions, and by achieving targets for retention (renewal of existing contracts) and new business.
  • Building and maintaining ongoing strategic C level -1 customer relationships across the customer organization.
  • Ensure maximum exposure of AD&B products and services across targeted accounts and maintain a robust opportunity funnel.
  • Coordinate and leverage segment specialists and other AD&B resources on target accounts.
  • Develop and implement strategic account plans with clear objectives to increase account penetration and secure against competitive threat.
  • Measure and communicate progress against monthly targets by accurately and timely reporting/forecasting via CRM system.

Desired skills

  • High energy level, continuously curious and looking for solutions
  • Thinking in opportunities and possibilities instead of threats and no-go’s
  • Pro-active and a self-starter
  • Builds relationships and knows how to build account teams and how to build common interest
  • Entrepreneurial spirit, tenacious, creative, hands-on and at the same time strong analytics
  • Continuously learning and highly adaptive skills
  • Highly demanding, with regard to himself and to others
  • Able to work with deadlines and under time-pressure
  • With a fine balance between results now and future possibilities

Expertise & Background

  • BSc / MSc level
  • A minimum of 8 to 10 years of (direct) sales experience with proven track-record in major / strategic accounts in complex servicing and products, and sales responsibility with a minimum of 2M EURO
  • Experience in (adjacent) business is a big plus
  • Proven track-record in: data; analytics. Software and/or information management is a strong pre too
  • Experienced in simultaneously managing several projects
  • Experience in change: both internally as well as externally
  • Strong negotiator, easy coordination of functional teams
  • A firm basis in consulting skills is advisable, holds complex stakeholder management skills
  • Fluently in Dutch and English

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