Enterprise Key Account Manager

ROLE DESCRIPTION

The Key Account Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers, with a focus on the banking sector. The Key Account Manager brings a Point of View to customer engagements and leverages D&B solutions to help banking clients address risk management, regulatory compliance, customer acquisition and business growth objectives.

EXPECTATIONS AND TASKS

• Align D&B solutions with the clients' strategic objectives. Develop best practice account plans to ensure sales and revenue target delivery and sustainable growth.
• Develop relationships with new and existing customers and leverage them to drive complex strategies through large and global organizations, particularly within banking and financial institutions.
• Establish strong management and CXO relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise).
• Build a foundation on which to harvest future business opportunities and maintain accurate account information and coaching.
• Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become D&B references.
• Develop and deliver comprehensive business plans to address customer and prospect priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process.
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Leverage support organizations including Marketing, Inside Sales, Partners and Channels to funnel pipeline into the assigned territory.
• Advance and close sales opportunities through the successful execution of the sales strategy and roadmap. Negotiate proactively and pursue win-win outcomes for D&B and its customers.
• Maintain awareness of banking industry trends, credit risk practices, regulatory requirements and market developments to identify emerging opportunities and customer needs.
• Support all D&B promotions and events in the territory. Take an active sales leadership role in D&B events and banking industry engagements.

EXPERIENCE REQUIREMENTS

• Minimum 6 years' experience in solution selling within account management and business development roles.
• Experience working with, selling to, or managing relationships within banks, commercial banking, corporate banking, transaction banking or financial institutions is highly preferred.
• Strong understanding of banking operations, credit risk management, KYC, compliance requirements and commercial lending environments would be an advantage.
• Strong commercial awareness and customer-focused mindset, with a keen eye for identifying new opportunities. Proven track record in meeting and exceeding sales and revenue targets.
• Flexible and adaptable, able to thrive under pressure with a resilient, “can-do” attitude.
• Resourceful self-starter and tenacious problem-solver, willing to roll up sleeves to meet client needs and enhance client experience.
• Detail-oriented and results-driven, capable of working independently while being a collaborative team player.
• Excellent communication and presentation skills in both English and Mandarin; highly skilled in negotiation and influencing.
• Established network within Taiwan’s banking industry will be a strong advantage.