Key Account Manager, EMEA (Aviation Financial Services)

RELX; London; On-site; GBP 40,000 - 80,000

Job description

Cirium started from the idea that aviation and travel industries are stronger through efficient sharing of knowledge and information.

Why Work for us - Infinite horizons

At Cirium, our goal is to keep the world connected. We are the industry leader in aviation analytics; helping our customers understand the past, present and predicting what will happen tomorrow. Our mission is to transform the aviation industry by enabling airlines, airports, travel companies, tech giants, aircraft manufacturers, financial institutions and many more accelerate their own digital transformation.

With Cirium, you will work with some of the industry’s most talented (and friendly) people while you advance your career (last year 20%+ of our team did just that – either by earning a promotion, taking on a new role internally or being part of one of Cirium’s talent programs). Find out more about careers at Cirium, hear from our CEO, Jez Bowen, and learn more about the Values that matter to us by visiting our careers pages.

At Cirium, we passionately believe having diverse employees with different perspectives is key to creating innovative new products for our global customers. To do this, Cirium needs a culture where everyone can bring their best to work. Our team of engagement champions are embedded across offices, regions and functions and coach our leaders on how to build a stronger, more inclusive culture. Hear directly from some of our team on why they chose to advance their careers at Cirium here.

Job Purpose:

The Key Account Manager is focused on managing an existing book of business within the Aviation Financial Services & Aerospace sector alongside generating new business and revenue from the territory.

The KAM must be an excellent communicator, have superior and exemplary people skills, and possess a strong self-driven and self-motivated work ethic and curiosity. The KAM must be comfortable presenting Cirium’s services appropriately, (face to face or over the phone/online) to users/analysts and C-Suite level executives.

The goal of the KAM is to execute on Cirium’s progress in order to support our rapid growth strategy and there are 2 parts to this role:

1. Responsibility for building on our relationships across the key decision makers within the existing client base, building long term strategic growth plans based on scalable contracts and identifying new problems we can solve with current and new product offerings.
2. Identifying, prospecting and developing new business relationships with relevant and targeted new clients across the territory.

Key Accountabilities/Responsibilities:

• Manage a portfolio of clients to optimise satisfaction, engagement, retention, and growth.
• Drive New Business sales through acquiring ‘New Logo clients’.
• Build and own a short / medium territory plan supported with account plans, both designed to focus efforts in maximising existing and new revenue streams.
• Identifying new problems that we can solve, working with internal resources to deliver complex solutions into new sections of a defined client base, continually demonstrating ROI to the client.
• Articulate Cirium solutions and services to existing and prospective clients focused on their stated business objectives.
• Understand prospect/client requirements, purchasing dynamics, and contracting processes.
• Schedule and attend sales appointments, face to face and/or via telephone/online, with existing and prospective clients.
• Attend and network at industry conferences and events.
• Work side-by-side with cross-functional departments and colleagues to present a unified view of Cirium and our capabilities.
• Maintain exemplary record keeping using Salesforce.com and other Sales Performance tools.

Key Skills / Experience Required:

• French speaker (business fluent).
• Full understanding of and proficiency in Value Based Selling with proven examples of Value Based Selling.
• Proven experience as an AM or comparable sales role in information services or SaaS.
• Proven track record in delivering high growth from accounts and territories with strong and consistent performance at exceeding sales objectives and quotas.
• Able to articulate to clients and prospects a future state vision.
• Proven ability to learn quickly about products and services and Complex Data / Technology solutions.
• Excellent communication, interpersonal skills and customer focus alongside the highest ethical standards.
• Be a strong team member who communicates effectively – your internal team focus needs to combine sharing, fostering and collaboration.
• Able to travel regularly (internationally) for key clients and on occasion be flexible in working to accommodate international colleagues and customers in different time zones.
• Familiarity with Salesforce / Aviation / Financial Services is advantageous.

Education:

• Necessary experience in Direct Sales.

About Cirium:

• Cirium supplies data, analytics and insight to market-leading aviation and aerospace companies you use every day – our data powers the aviation industry and supports seamless travel for millions worldwide.
• Cirium has 15 offices worldwide and we celebrate our global diversity through events and networks throughout the year.
• Cirium is part of RSG, which is part of RELX, a top 10 FTSE 100 traded company (and recently named by Forbes as one of the world’s most innovative companies).
• Our benefits stand out including two days a year dedicated to giving back to through a charitable activity of your choice and a further two days per year for you to support Race and Multicultural Employee Resource Group activities.
• Cirium and RSG are founding members of the Tech Talent Charter, committed to increasing the ratio of women and under-represented groups working in technology.

About LexisNexis Risk Solutions Group (RSG):

• LexisNexis Risk Solutions Group (RSG) provides information, analytics and data to business professionals worldwide. Our strong global products and services hold market-leading positions across a wide range of industry sectors including banking, petrochemicals and aviation where we help customers make key strategic decisions every day. LexisNexis Risk Solutions Group (RSG) is part of RELX Group plc, a world-leading provider of information solutions for professional customers across industries.
• RSG is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
• RSG pays competitive salaries and has a comprehensive set of benefits.

At LexisNexis Risk Solutions, having diverse employees with different perspectives is key to creating innovative new products for our global customers. We have 30 diversity employee networks globally and prioritize inclusive leadership and equitable processes as part of our culture. Our aim is for every employee to be the best version of themselves. We would actively welcome applications from candidates of diverse backgrounds and underrepresented groups.

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