Account Manager

Sales New Providence, New Jersey


Description

Martindale-Hubbell is seeking a driven, self-starting Account Manager who is creative, competitive and confident.  Our Account Managers are responsible for growing and retaining our existing customer base.  This role will be assigned an existing book of business with the expectation that their account list and revenue will quickly grow.  The primary goal of this position is to increase revenue growth and reduce account churn through consultative selling.

RESPONSIBILITIES:

  • Identify and target revenue growth opportunities for upselling additional Martindale-Hubbell products and services in an assigned book of business.
  • Upsell and renew existing customers to meet or exceed monthly upsell and churn goals.
  • Negotiate and close upsell and renewal contracts.
  • Handle and save customer cancellation inquiries.
  • Establish and maintain high-level customer relationships.
  • Provide full account management support to law firms and their personnel leveraging internal tools, portals, analytics and reports.
  • Analyze and recommend opportunities for our customers to maximize their subscription benefits and improve their overall experience and satisfaction.
  • Single point of contact as an expert regarding the firm's current marketing program, their results and new opportunities to capitalize on their current plan.
  • Maintain high activity levels by meeting or exceeding established performance metrics.
  • Develop an in-depth understanding of all aspects of online marketing and competitive products to articulate the benefits and advantages of our client development products, and handle customer concerns or objections.
  • Provide significant value to customers by providing them with educational information to help them understand the value and importance of their online marketing program.
  • Demonstrate the highest level of professionalism.
  • Utilize and adopt all required processes, tools and systems including Salesforce.com.
  • Provide accurate sales forecasts and develop continual business growth.
  • Comply with company and sales policies and procedures in an ethical manner.

QUALIFICATIONS:

  • BA/BS or equivalent.
  • 2 years successful sales experience in B2B, solutions-oriented environment, preferably selling complex, intangible solutions. Experience in digital marketing is a plus.  
  • Excellent oral and written communication skills, presentation skills and phone presence.
  • Strong probing, negotiation and closing skills.  Phone sales is a plus.
  • Tech savvy with working knowledge of software and internet applications, including Salesforce.com and Google Workspace.
  • Track record of building customer loyalty and customer relations.
  • Extraordinary work ethic with exceptional organizational and time-management skills.
  • Positive attitude with a passionate desire to win and succeed.  Entrepreneurial mindset.

About Internet Brands:

Headquartered in El Segundo, Calif., Internet Brands® is a fully integrated online media and software services organization focused on four high-value vertical categories: Health, Automotive, Legal, and Home/Travel. The company's award-winning consumer websites lead their categories and serve more than 250 million monthly visitors, while a full range of web presence offerings has established deep, long-term relationships with SMB and enterprise clients. Internet Brands' powerful, proprietary operating platform provides the flexibility and scalability to fuel the company's continued growth. Internet Brands is a portfolio company of KKR and Temasek. For more information, please visit www.internetbrands.com.  

Internet Brands and its wholly-owned affiliates are an equal opportunity employer.