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SME Account Manager


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Job Details

Informa Careers


SME Account Manager

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Job Description

Title: SME Account Manager

Vertical: Pharma Intelligence

Location: St. Pauls, London

Reports to: Sales Manager, SME


Purpose of Role:

Our SME Account Managers are responsible for representing Informa Pharma Intelligence, predominantly focusing on supporting and renewing client’s contracts to subscription based publications/databases as well as providing product training to high-profile global clients.

Key Responsibilities

  • Renewals/cross-sell/upsell a different range of services in the Pharma Insights (Scrip, Pink Sheet, Medtech Insight, In Vivo) portfolio
  • Ability to articulate ROI for client to strengthen case for renewals/upsell/cross-sell
  • Driving conversations with customers
  • Capable of identifying white-space within account
  • Capable of identifying customers needs and how to map to products/services to grow account
  • Proactively seeking new angles/revenue streams
  • Ensure the renewal of approx. 150-200 existing subscription contracts per annum, with an average order of £2,500
  • Be the principle commercial contact between Informa and your assigned customer base.
  • Maintain and develop wide ranging relationships within your assigned customer base.
  • Meet and exceed your personal revenue targets through your own sales
  • Meet the required KPIs and ensure your client facing activity beats standards and expectations
  • To ensure that all major customers have contract terms that reflect the preferred business model for Informa.
  • Continually improve your product and industry knowledge to ensure the best support can be offered to your clients
  • Contribute fully to the objectives of your division and achieve the personal objectives set by your manager
  • Less than 5% of time expected in the field
Required Skills

Extremely organised

Strong industry product & sales knowledge

Previous account management experience in selling directly to senior level management

Experience of operating Salesforce.com or an alternative Sales CRM

Detailed knowledge of Microsoft Office applications

Required Experience

A degree will be advantageous but not compulsory.

Up to 2 years experience in B2B sales/new business/retention sales.

Job Location
London, London, City of, United Kingdom
Company Location
UK London Christchurch Court (23)
Position Type


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