- Developing and implementing strategic account management strategies to drive new customer acquisition, expand customer relationships, and achieve sales targets.
- Leading, mentoring, and managing a high-performing account management team to foster a positive and results-oriented environment.
- Establishing clear goals, KPIs, and performance metrics for the team, providing regular feedback and coaching to drive individual and team success.
- Ensuring a strategic product mix across the assigned team to achieve company revenue goals and sustainable growth.
- Fostering strong, long-term relationships with key customers and stakeholders, building trust and credibility through consistent communication and exceptional service.
- Collaborating with internal teams, including solution consultants, professional services teams, and the sales team, to develop tailored solutions, ensure successful implementation, and drive customer satisfaction.
- Monitoring, analyzing, and reporting on key performance metrics to track progress and identify areas for improvement, ensuring transparency and accountability.
*ASSUMPTION:* This role requires a strategic mindset, strong leadership skills, and the ability to balance multiple priorities and projects simultaneously.
📋 Key Responsibilities
🔹 Leadership and Strategy:
- Develop and implement a comprehensive account management strategy aligned with the Corporates segment's strategy in collaboration with cross-functional teams to drive new customer acquisition, expand customer relationships, and renewal sales within assigned territories.
- Oversee the development and execution of strategic account plans to achieve sales targets, maximize revenue from existing customers, and expand the customer base.
- Lead, mentor, and manage a high-performing account management team, fostering a positive and results-oriented environment through sales process excellence.
- Establish clear goals, KPIs, and performance metrics for the team, providing regular feedback and coaching to drive individual and team success.
- Ensure a strategic product mix across the assigned team to achieve company revenue goals and sustainable growth.
🔹 Customer Relationship Management:
- Foster strong, long-term relationships with key customers and stakeholders, building trust and credibility through consistent communication and exceptional service.
- Ensure high levels of customer satisfaction and loyalty by addressing customer needs and concerns promptly and effectively.
- Collaborate with the Customer Success Leader to ensure a seamless customer experience, contributing to customer retention and expansion of the full product portfolio.
- Collaborate closely with customers to thoroughly understand their business needs, challenges, and goals.
- Participate in key customer business meetings to ensure alignment with customer goals and objectives, demonstrating a deep understanding of their business.
🔹 Collaboration Internal Partners as a customer advocate:
- Partner effectively with solution consultants to develop tailored solutions that precisely meet customer needs and requirements.
- Coordinate seamlessly with professional services teams to ensure timely and successful implementation of solutions, guaranteeing customer satisfaction.
- Collaborate with the sales team and the Partnerships & Alliances team to develop and execute go-to-market campaigns with strategic partners.
- Develop strong relationships with key partners, ensuring that the partner metric is consistently met or exceeded.
- Partner and collaborate with Industry & Product Specialists to develop and execute impactful product marketing campaigns and develop our customer solution portfolio.
- Contribute to the prioritization of features and continuous improvement of our solutions and processes based on market feedback and customer needs.
🔹 Performance Management and Reporting:
- Closely monitor, analyze, and report on key performance metrics, including sales targets, renewal rates, and customer satisfaction, to track progress and identify areas for improvement.
- Provide regular reports, updates, and other information on account management activities and outcomes to executive leadership, ensuring transparency and accountability.
- Continuously assess and improve processes to enhance efficiency and effectiveness of the account management team.
🎯 Required Qualifications
Education:
- Bachelor's degree in Business, Marketing, or a related field.
Experience:
- Proven experience (5-10 years) in account management, sales, or a related role, with a strong track record of driving revenue growth and exceeding sales targets.
- Experience managing and leading high-performing teams.
Required Skills:
- Proven leadership and strategic planning skills.
- Excellent communication, negotiation, and team management skills.
- Strong analytical and problem-solving abilities.
- Ability to work effectively with cross-functional teams.
- Experience with CRM software and sales enablement tools.
- Fluency in English; proficiency in additional languages is an asset.
Preferred Skills:
- Experience in the software or technology industry.
- Familiarity with the Thomson Reuters product portfolio.
- Knowledge of the corporate sector and its specific challenges and opportunities.
*ASSUMPTION:* The ideal candidate will have a customer-centric mindset, proven leadership abilities, and strong sales acumen. They should be able to thrive in a dynamic, fast-paced environment and embrace change and new challenges.
💰 Compensation & Benefits
Salary Range: €80,000 - €120,000 per year (industry standard for a role of this level and location, based on market data and company size)
Benefits:
- Hybrid work model (2-3 days a week in the office, depending on the role)
- Flexible work arrangements, including work from anywhere for up to 8 weeks per year
- Comprehensive benefit plans, including flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing
- Industry-competitive benefits package, including health insurance, pension contributions, and other perks
- Opportunities for professional development and growth, including training programs and career advancement opportunities
- A dynamic, collaborative work environment with a strong focus on work-life balance and employee well-being
*ASSUMPTION:* The salary range provided is an estimate based on market data and industry standards for a role of this level and location. The actual salary may vary depending on the candidate's qualifications, experience, and the company's internal compensation structure.
📌 Applicant Insights
🔍 Company Context
Industry: Information Services
- Thomson Reuters operates in the information services industry, providing news, data, and analytics to professionals across various sectors, including legal, tax, accounting, compliance, government, and media.
Company Size: Large (10,001+ employees)
- As a large organization, Thomson Reuters offers extensive resources, opportunities for career growth, and a diverse work environment. Employees can expect well-established processes, clear career paths, and numerous learning and development opportunities.
Founded: 1981
- Thomson Reuters was founded in 1981 through the merger of Thomson Corporation and Reuters Group. The company has a rich history and extensive experience in the information services industry.
Company Description:
- Thomson Reuters is the world’s leading provider of news and information-based tools to professionals. Our worldwide network of journalists and specialist editors keep customers up-to-date on global developments, with a particular focus on legal, regulatory, and tax changes.
- We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency.
- Thomson Reuters shares are listed on the Toronto and New York Stock Exchanges (symbol: TRI).
Company Specialties:
- Intelligent Information
- Accounting
- Legal
- Tax
- Media
- Technology
- News
📊 Role Analysis
Career Level: Mid-level to Senior-level management role
- This position is suitable for experienced professionals seeking to advance their careers in account management, sales, or a related field. The role offers opportunities for growth and development within the organization.
Reporting Structure:
- The Manager, Commercial Account Management, will report directly to the Head of Commercial Account Management or a similar role within the organization.
Work Arrangement:
- This role follows a hybrid work arrangement, with employees expected to work from the office 2-3 days a week, depending on the role. The remaining days can be worked remotely.
Growth Opportunities:
- As a large organization with a diverse range of business units, Thomson Reuters offers numerous opportunities for career growth and development. Employees can explore internal job postings, participate in training programs, and seek mentorship to advance their careers within the company.
🌍 Location & Work Environment
Office Type: Hybrid (combination of on-site and remote work)
- Employees will work from the office 2-3 days a week, with the remaining days spent working remotely.
Office Location(s):
- Amsterdam, Noord-Holland, Netherlands (primary office location for this role)
- Additional offices are located in various countries, including the United States, Canada, the United Kingdom, Brazil, Singapore, and India.
Geographic Context:
- Amsterdam, the capital of the Netherlands, is a vibrant, multicultural city known for its canals, cycling culture, and diverse neighborhoods. The city offers a high quality of life, with excellent public transportation, numerous parks, and a wide range of cultural attractions.
- The Netherlands is a member of the European Union and has a strong economy, with a focus on innovation, technology, and sustainability.
Work Schedule:
- The standard workweek for this role is Monday to Friday, with core hours from 9:00 to 17:00 CET. However, the work schedule may vary depending on the employee's specific role and team requirements.
💼 Interview & Application Insights
Typical Process:
1. Online application submission
2. Phone or video screening with the hiring manager or HR representative
3. In-depth behavioral and situational interviews with the hiring manager and other team members
4. Final round interviews, which may include case studies, presentations, or other assessments
5. Background and reference checks
6. Job offer and onboarding
Key Assessment Areas:
- Problem-solving skills and ability to think strategically
- Leadership and team management abilities
- Sales acumen and negotiation skills
- Customer focus and relationship-building skills
- Adaptability and resilience in a dynamic work environment
Application Tips:
- Tailor your resume and cover letter to highlight your relevant experience, skills, and accomplishments related to the role's required qualifications.
- Prepare for behavioral and situational interview questions by practicing common interview questions and researching the company and role.
- Familiarize yourself with Thomson Reuters' products, services, and industry to demonstrate your understanding and enthusiasm for the role.
- Showcase your ability to work effectively in a hybrid work environment and manage your time and priorities accordingly.
*ASSUMPTION:* The interview process for this role may vary depending on the specific team or business unit within Thomson Reuters. Applicants should be prepared for a comprehensive assessment of their skills and qualifications throughout the interview process.
🛠️ Tools & Technologies
- CRM software (e.g., Salesforce, Microsoft Dynamics 365, or similar)
- Sales enablement tools (e.g., HubSpot, Marketo, or similar)
- Microsoft Office Suite (Word, Excel, PowerPoint)
- Project management tools (e.g., Asana, Trello, or similar)
- Communication and collaboration tools (e.g., Slack, Microsoft Teams, or similar)
- Data analysis and visualization tools (e.g., Tableau, Power BI, or similar)
👔 Cultural Fit Considerations
Company Values:
- Obsess over our Customers
- Compete to Win
- Challenge (Y)our Thinking
- Act Fast / Learn Fast
- Stronger Together
Work Style:
- Collaborative and team-oriented
- Results-driven and focused on achieving goals
- Adaptable and open to change
- Comfortable working in a fast-paced, dynamic environment
- Strong communication and interpersonal skills
Self-Assessment Questions:
1. How do you ensure that your team's goals and objectives align with the company's overall strategy?
2. Describe a time when you had to adapt to a significant change in your team's priorities or work environment. How did you handle it, and what was the outcome?
3. How do you approach building and maintaining strong, long-term relationships with key customers and stakeholders?
4. Can you provide an example of a time when you had to negotiate a complex agreement or deal? What was the outcome, and what did you learn from the experience?
5. How do you stay up-to-date with industry trends and market changes, and how do you incorporate this knowledge into your account management strategies?
*ASSUMPTION:* Successful candidates for this role will demonstrate a strong alignment with Thomson Reuters' company values and work style. They will be able to provide concrete examples of their ability to work effectively in a collaborative, dynamic environment and adapt to change.
⚠️ Potential Challenges
1. Managing a remote or hybrid team: With employees working remotely or in a hybrid arrangement, the Manager, Commercial Account Management, may face challenges in maintaining team cohesion, productivity, and engagement. Effective communication, regular check-ins, and leveraging collaboration tools will be essential to overcome these challenges.
2. Balancing strategic planning and day-to-day tasks: This role requires a strong balance between long-term strategic planning and day-to-day account management tasks. The manager must be able to prioritize their time effectively and delegate tasks when necessary to ensure both strategic and tactical goals are met.
3. Working with cross-functional teams: Collaborating with various internal teams, such as solution consultants, professional services teams, and the sales team, may present challenges in coordinating efforts, aligning priorities, and ensuring seamless customer experiences. Strong communication, active listening, and a customer-centric approach will be crucial for success.
4. Managing customer expectations: With the increasing complexity of customer needs and expectations, the manager may face challenges in ensuring customer satisfaction and retention. A deep understanding of customer needs, proactive communication, and a focus on delivering value will be essential to meet these challenges.
📈 Similar Roles Comparison
1. Manager, Commercial Account Management vs. Senior Account Executive:
- Both roles focus on driving revenue growth and managing customer relationships. However, the Manager, Commercial Account Management, has additional responsibilities for strategic planning, team leadership, and performance management.
- The Senior Account Executive role may have a more narrow focus on a specific set of accounts or a particular geographic region.
2. Industry-specific context:
- The information services industry is highly competitive, with a constant need for innovation and adaptation to new technologies and market trends.
- Successful account managers in this industry must stay up-to-date with industry developments, understand their customers' unique challenges, and tailor their strategies accordingly.
3. Career path comparison:
- The Manager, Commercial Account Management, role offers opportunities for career growth and development within the organization, with potential paths leading to senior leadership positions, such as Director or Vice President of Commercial Account Management.
- Alternatively, successful managers may explore career opportunities in other areas of the business, such as product management, marketing, or strategic consulting.
📝 Sample Projects
1. Developing a strategic account plan:
- Collaborate with cross-functional teams to assess a key customer's business needs, market trends, and competitive landscape.
- Create a tailored account plan outlining objectives, strategies, tactics, and metrics to drive revenue growth and customer satisfaction.
- Present the account plan to executive leadership and obtain approval and resources to execute the strategy.
2. Implementing a customer satisfaction improvement initiative:
- Conduct customer surveys and gather feedback to identify areas for improvement in customer satisfaction and loyalty.
- Develop and execute a plan to address identified issues, such as enhancing communication, streamlining processes, or improving product offerings.
- Monitor progress and measure the impact of the initiative on customer satisfaction scores and retention rates.
3. Managing a team restructuring or reorganization:
- Assess the current team structure and identify opportunities for improvement in efficiency, effectiveness, or alignment with business objectives.
- Develop and implement a plan to restructure or reorganize the team, including redefining roles, responsibilities, and reporting lines.
- Communicate the changes to the team, provide support during the transition, and monitor progress to ensure a successful outcome.
❓ Key Questions to Ask During Interview
1. Role-specific questions:
- Can you describe a time when you had to develop and execute a strategic account plan? What was the outcome, and what did you learn from the experience?
- How have you handled a situation where you had to manage a team through a significant change or restructuring? What was the result, and what did you learn from the process?
- Can you provide an example of a time when you had to negotiate a complex agreement or deal? What was the outcome, and what did you learn from the experience?
2. Team and company culture questions:
- How would you describe the work environment and culture of the account management team and the broader organization?
- What are the most important qualities you look for in a team member, and how do you foster a positive and collaborative team dynamic?
- How does the company support the professional development and growth of its employees?
3. Customer and market focus questions:
- How do you stay up-to-date with industry trends and market changes, and how do you incorporate this knowledge into your account management strategies?
- Can you describe a time when you had to adapt your approach to account management due to a significant market shift or change in customer needs? What was the outcome, and what did you learn from the experience?
📌 Next Steps for Applicants
To apply for this position:
1. Submit your application through [this link](https://careers.thomsonreuters.com/us/en/job/JREQ189269/Manager-Commercial-Account-Management).
2. Tailor your resume and cover letter to highlight your relevant experience, skills, and accomplishments related to the role's required qualifications.
3. Prepare for behavioral and situational interview questions by practicing common interview questions and researching the company and role.
4. Familiarize yourself with Thomson Reuters' products, services, and industry to demonstrate your understanding and enthusiasm for the role.
5. Showcase your ability to work effectively in a hybrid work environment and manage your time and priorities accordingly.
6. Follow up with the hiring manager or HR representative within one week of your initial application submission to express your interest in the role and inquire about the status of your application.
7. If invited for an interview, arrive prepared with questions about the role, team, and company to demonstrate your engagement and curiosity.
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
