Head of Account Management for UK, Ireland, and Southern Europe

LNRS Data Services Ltd Company

Location: London Wall
Work arrangement: On-site
Job type: Full-time
Posted 9 days ago

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Key skills in this ad

Skills and tools

Account management
Customer success
CRM
Marketing
Banking
HTML

Experience

experience 8 years

Languages

English
French
Italian

About this role

The Head of Account Management – UK, Ireland & Southern Europe is responsible for setting the strategy and execution across a team of Account Managers focused on customer retention, growth and strategic relationship management in the UK, Ireland, Southern Europe and Belgium.

The role is accountable for delivering renewal, retention and expansion targets within an established customer base, ensuring customers maximise value from their ICIS investment while identifying opportunities to broaden engagement across the portfolio. Specifically, the role will create the plan, define the resource levels needed and outline the ideal structure.

This leader will drive a high-performance, customer-centric culture, developing deep C level executive relationships with key accounts and ensuring the team executes consistently against customer success, retention and growth objectives.

Key Responsibilities

Customer Retention & Revenue Growth

Create, define and own regional renewal strategy, retention and expansion targets across the territory.
Develop and execute customer growth strategies that improve customer value, loyalty and commercial performance.
Lead account planning across strategic and high-value customers.
Drive cross-sell and upsell opportunities across ICIS market intelligence, analytics, forecasting and sustainability solutions.
Ensure robust renewal forecasting and pipeline management through CRM and sales management processes.

Strategic Account Leadership

Build and maintain senior executive relationships within key accounts.
Support the team in managing complex, multi-country customer relationships and negotiations.
Act as an executive sponsor for strategic customers where required.
Ensure customer challenges, business priorities and market developments are translated into actionable account strategies.

Leadership & Team Development

Recruit, coach and develop a high-performing Account Management team.
Establish clear performance expectations and accountability measures.
Create a proactive culture focused on customer outcomes, collaboration and continuous improvement.
Support succession planning and talent development across the wider European sales organization, including promoting or recruiting leadership roles as and when needed
Drive adoption of best-practice account management methodologies and customer engagement disciplines. Set clear proactive engagement models to maximise long term relationships

Customer Experience & Engagement

Champion a world-class customer experience across the region, create strategic deal governance, risk mitigation and pricing judgement decision.
Partner closely with Customer Success, Product, Consulting and Marketing teams to shape the priorities across functions to deliver outstanding client value.
Improve customer satisfaction, retention and advocacy
Ensure customer feedback is incorporated into regional and global planning processes.

Market & Competitive Intelligence

Interpret Market trends, competitor activity and client workflow changes to guide commercial strategy
Maintain a strong understanding of commodity markets, market intelligence trends and evolving customer requirements.
Demonstrate detailed knowledge of ICIS competitors, their products, commercial strategies, strengths and market positioning.
Equip the Account Management team with competitive intelligence and effective value propositions.
Represent ICIS at customer meetings, industry events and regional forums.

Required Experience

Significant experience 8 years plus, leading Account Management or sales teams in data, analytics, information services, commodities, financial information or related industries.
Strong track record of delivering customer retention, growth and revenue objectives.
Experience managing strategic and complex enterprise accounts.
Proven ability to build relationships and negotiate with senior stakeholders and executives.
Experience leading geographically distributed teams across multiple countries.
Demonstrated success in coaching and developing high-performing commercial teams.

Knowledge & Skills

Market Knowledge

Strong understanding of commodity, energy, chemicals or data and analytics markets.
Knowledge of the competitive landscape across market intelligence, data, pricing and analytics providers.
Understanding of customer workflows and decision-making processes across both industrial and commercial customer segments.

Languages

Fluent English is essential.
Fluency in French or Italian is strongly preferred.
Additional European language skills would be advantageous and support engagement across Southern European markets.

Leadership Competencies

Strong commercial and customer-focused mindset.
Excellent communication and influencing skills.
Strategic thinker with strong execution capability.
High emotional intelligence and coaching capability.
Ability to lead through change and drive organisational performance.
Collaborative leader who can operate effectively within a matrix organisation.

Location & Travel

Based in the United Kingdom.
Willingness to travel regularly across the region
Ability to engage effectively with customers at a C Suite level and teams across multiple cultures and markets.

Success Measures

Renewal and retention performance.
Expansion revenue growth.
Customer satisfaction and advocacy.
Strategic account development.
Team engagement and performance.
Forecast accuracy and operational excellence.
Market share growth within existing accounts.

We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click [here](https://www.relx.com/careers/join-us/benefits) to access benefits specific to your location.

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At LexisNexis® Risk Solutions, our businesses span multiple industries providing customers with innovative technologies, information-based analytics, decisioning tools and data management services that provide market-specific solutions. Approximately 11,100 employees in offices throughout the world support our brands by serving customers in more than 190 countries and territories.

LexisNexis® Risk Solutions is part of RELX, a global provider of information and analytics for professional and business customers across industries. For more information, please visit [www.risk.lexisnexis.com](http://www.risk.lexisnexis.com) and [www.relx.com](http://www.relx.com).

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