Sales Account Director
The Marketing Practice, Australia
Job Description
About Rombii
Rombii is Asia Pacific's first choice for B2B digital media and marketing services for engaging technology buyers and IT business decision makers.
Our team has an expert understanding of business technology audiences and how to use today's digital tools and engagement tactics to reach them. We have created powerful solutions for marketers in the IT Industry that allow us to identify and activate customers and directly influence sales pipeline. We have 3 core pillars of expertise including digital advertising, demand generation and social outreach, that come together to form our unique Account Based Marketing approach.
Role scope/purpose
The Sales Account Director role is a critical client partnership role, demonstrating business acumen and a mature approach to relationship based sales. Your skills and experience show expertise in selling integrated solutions and services to senior marketers in the B2B / IT environment. The role is focused on strategic account management and progression as well as leveraging existing and new contacts to develop revenue across the APAC region.
Job duties and responsibilities
- Maximise business opportunities through professional, consultative sales methods and partnership development
- Accurate reporting of revenue, activity and forecast figures, ensuring all data is accurately reflected in Salesforce and Outreach
- Ensure coverage of strategic accounts and growth in relationships and prospects across multiple client stakeholders, demonstrating industry knowledge and expertise
- Work collaboratively with clients and agencies, demonstrating influence and connectivity with key stakeholders
- Effective management of pipeline and forecasting in line with KPIs
- Execute all meeting and engagement activities via Outreach, ensuring accurate data and reporting to the leadership team
- Actively pursue representation and involvement in industry forums and events to assist in the development of business relationships which may lead to new client acquisition
- Uncover new opportunities through an intelligent, consultative approach to client engagement and solving business challenges
- Consistently achieve and exceed sales targets, ensuring the growth and profitability of the business and key accounts
KPIs
Account coverage and activity
- Consistent client engagement across phone, email and social
- Intelligent use of Outreach sequences and task management to maximise efficiency of client engagement
- Leveraging the Rombii outbound engagement model, ensuring accurate delivery and consistent client communications
- Proactive account discovery and opportunity creation
- All client communication responded to on the same day
Strategic account management
- Strategic contact plan executed weekly via Outreach
- A daily structure focussed on prospect and business growth across existing and new accounts
- Leveraging existing relationships to uncover new opportunities
- Consistently engaging client and agency stakeholders, focused on successful outcomes with all parties
Reporting and forecasting
- Reporting on account coverage - contacts engaged, meetings generated, prospects created, accounts engaged
- Demonstrating conversion and quality of engagement metrics
- Working with the team to ensure all relevant information is recorded and actioned through the sales and operations process
- Accurate pipeline management and revenue forecasting to leadership
Requirements
Experience
- Minimum of 7+ years experience in B2B / lead generation / digital marketing
- Strong contact list of agencies and clients in B2B / IT industry
- Strong telephone, digital and face to face sales skills
- Enthusiasm and expertise in working with senior marketing professionals in a consultative manner, listening and responding to their needs
- Strong organisational and interpersonal skills
- Comfortable and capable as part of a strong team culture and as a high performing individual