Relationship Manager: Direct-to-Advertising (Remote)

Company: Experian
Location: Schaumburg
Posted on: November 17, 2021

Job Description:

Job Description We are looking for demonstrated experience and track record of year-over-year, high performance results within the industry to build, retain and grow long-lasting strategic relationships while developing solutions that exceed our client's expectations. In this role, you will guide client purchase and utilization of Experian data, identity, activation and measurement solutions across the advertising / marketing ecosystem. You will be responsible for understanding your client's business objectives to set strategies and exceed their goals. You will work with cross-functional teams to bring the best of Experian to our clients. This position is responsible for proactively managing the day to day relationships within an assigned set of clients in a defined territory serving multiple verticals (i.e. Healthcare, Public Sector and Emerging Markets). You will be responsible for engaging clients and managing client communications to ensure the seamless execution of Experian's core industry solutions and services, expanding business relationships as well as driving growth and upselling opportunities within the existing account base. Ideal candidates will have experience and measurable success selling cross-channel marketing solutions focused on data, identity, activation and measurement. A minimum of 5 years' experience selling data driven consumer marketing solutions, with emphasis on knowledge of the AdTech / MarTech industry, is required. Established track record of year over year, double-digit account growth in maintaining existing business through multi-year renewals while sourcing new business through cross-sell / up-sell in an existing portfolio of strategic, regional or global brand accounts is required. This position reports to the VP / Director of Sales, Direct-to-Advertiser and works closely with leadership in the US. * Management of existing customer relationships in order to drive optimal adoption, use and growth of Experian's core products and services (namely consumer online/offline data, identity, activation and measurement) * Daily "quarterbacking" of client's strategic business initiatives to ensure flawless execution of relevant Experian-supported projects and acting as the business liaison between the client and internal departments, including dedicated Client Success Teams, to ensure client satisfaction and ROI * Educate and inform clients/prospects on new and existing Experian products and services through customer-driven industry insight and ongoing consultation to named clients to uncover business challenges and offer data recommendations. Utilize a team of subject matter experts (including sales / solution consultants) as a resource. * Communication with clients is frequent and fast moving - includes weekly status calls, Quarterly Business Reviews and ongoing Executive Briefings, with periodic travel to client locations (virtual now, 25%+ post COVID) * In conjunction with your assigned Account Executive partner: * Full responsibility for meeting or exceeding annual sales revenue targets, driven through client renewals and organic growth of existing accounts through cross-sell / up-sell activities * Own sales pipeline (Salesforce), revenue tracking and forecasting to support team weekly, monthly quarterly and annual vertical/territory/account planning and associated financial reporting * Negotiate complex client contracts for both standard and custom Experian products and services * Define and own strategic account plans to unlock investments focused on client's evolving business objectives and goals * Research and penetrate assigned client organizations to drive alignment through executive and day-to-day influencers to execute against dynamic strategic account plans * Collaborate with internal and external cross-functional partners to structure and execute operational and strategic initiatives * Partnering with responsible internal stakeholders, including Consulting and Client Success Teams, collaborate to ensure proper scoping, pricing, contracting, execution and support of both standard and custom projects * Work closely with Client Success Teams, Product Management and Marketing personnel to ensure ongoing "Voice of Customer" (VOC) feedback and ongoing product and service education is maintained across portfolio * Works with wide range of internal groups - Operations, Legal, Compliance and Finance * Develop highly effective relationships and strong communications across all external and internal stakeholders * Create and deliver persuasive sales presentations using market trends, best practices, case studies, and use cases for Experian solutions * Proven self-starter and demonstrated ability to create leads and nurture relationships Qualifications * BS/BA or equivalent experience is necessary * Track record of reaching and exceeding goals * 5+ years sales/marketing experience within the stated industry and/or verticals, including proven experience managing complex, mature, growing strategic client relationships * Fluency in digital advertising, advertising technology, data, and measurement * Demonstrated acumen of the AdTech and MarTech ecosystem * Ability to forge relationships with decision makers, senior executives across departments (clients and agencies) * Ability to analyze complex data and present industry-specific customer insights to clients through quarterly business reviews and executive briefings * Demonstrated ability to use customer service skills to grow and cultivating client relationships * Ability to manage multiple fast-moving projects essential * Ability to travel - approx. 25-50% of time (post-COVID) Additional Information Our Culture of Curiosity is enabled by five foundational principles: openness - to build a more social, closely-knit community; comradery - which creates an environment of trust that promotes risk-taking; adventure - which leads to new experiences and exciting, unexpected ideas; purpose - which reminds us of why we come to work every day; and growth - which shows us the incredible potential of our career. Experian is proud to be an Equal Opportunity and Affirmative Action employer. Our goal is to create a thriving, inclusive and diverse team where people love their work and love working together. We believe that diversity, equity and inclusion is essential to our purpose of creating a better tomorrow. We value the uniqueness of every individual and want you to bring your whole, authentic self to work. For us, this is The Power of YOU and it ensures that we live what we believe.

Keywords: Experian, Schaumburg , Relationship Manager: Direct-to-Advertising (Remote), Advertising , Schaumburg, Illinois