At a Glance
- Tasks: Manage and grow key client relationships while driving sales and delivering value.
- Company: Join Dun & Bradstreet, a global leader in data solutions with a diverse team of 6,000+.
- Benefits: Enjoy a hybrid work model, competitive salary, and opportunities for personal growth.
- Why this job: Be part of a dynamic team that values curiosity and innovation in a supportive culture.
- Qualifications: Degree preferred; strong relationship-building and sales skills required.
- Other info: Based in London Paddington, this role offers a chance to make a real impact.
The predicted salary is between 36000 - 60000 £ per year.
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Why We Work at Dun & Bradstreet: Dun & Bradstreet combines global data and local expertise to help clients make smarter decisions. With 6,000+ people in 31 countries, we are a team of diverse thinkers and problem solvers who all share a common curiosity: to find new ways to turn data into value. If you share this curiosity and want to be part of a future-ready company, come join us!
The UK & Ireland National sales team manage a customer base of more than ten thousand clients across all industry sectors and size of business. With the added responsibility of more than 95% of all new business prospects, we are a multi-functional sales team focused on maximizing value realization to our clients whilst having laser focus on D&B's business growth strategy. Our team is made up of three main areas: the Business Success, Business Development & the Key Account teams. Team members within Key Accounts are responsible for managing our more complex National clients, those requiring extra wrap around as well as those with the highest propensity to grow. Key customers have extended levels of support across our customer success and solution sales teams, managed within the field as well as over the phone.
The Role: This role is responsible for developing and maintaining D&B's valuable National Key Account relationships. This includes opening, managing, and closing long term and complex solution led sales, understanding, and developing value propositions with our customers and prospects, creating long term partnerships, and owning the commercial relationships. As a Key Account Associate Relationship Manager, you will be primarily focused on the following business categories: Master Data Management; Credit Risk, Compliance & Supply Chain Solutions; Sales & Marketing Solutions & Data Analytics. You will be responsible for successfully executing against a defined playbook to include service model activity designed to maximize retention, realize growth opportunities and grow your portfolio through new upsell & cross sell activity. This is a hybrid field / office role where internal D&B & customer networking is critical to success. Using the Challenger sale framework, you will provide disinterested objective council to our clients always acting as a trusted advisor. You will support our clients to realise the full value of their D&B service, be the gateway to the broader D&B team and demonstrate the ROI of our commercial relationship wherever possible whilst always working to increase share of wallet initiatives.
Key Responsibilities:
- Deliver an on or above target sales performance whilst consistently delivering against all core KPIs.
- Identify and evaluate new opportunities to close profitable deals, focusing specifically on up-sell, cross-sell as well as defined new business, whilst maintaining and growing core revenue.
- Operate consultatively during the sales and buying cycle and present the best solution to the customer based on their business goals.
- Coordinate and leverage segment specialists and other D&B resources on target accounts.
- Building and maintaining ongoing partner level relationships across the customer organization.
- To always role model team behaviours.
- Manage and communicate progress against monthly targets via accurate and timely reporting and forecasting via CRM system (SFDC) & sales commitment meetings.
- Respond to customer requests and queries as required and based on the channel operating model.
- To minimize credits, cancellations, contract slips, spend reduction and downgrades wherever possible, always honoring the client and our brand.
- Support our cash and collection function in order to avoid disputes.
- Manage and record client interactions in Salesforce to include meetings, calls, emails, opportunities, leads and activities in line with team policies, accurately and efficiently.
- To work collaboratively with our Business Development & Success Advisors, Business Development & Success Managers, as well as members of the Key Accounts team when required.
- Create account plans for high potential customers and work closely with the solution sales team to identify growth opportunities.
- Actively share client feedback in support of new and existing product & solution development.
- Support our high performance culture and collaborative working environment at all times.
- Ensure maximum exposure of D&B products and services across selected targeted accounts and maintain a robust opportunity funnel.
Key Requirements:
- Ultimately, you should think from the outside in, positioning yourself as a trusted advisor at all times putting the client at the center of everything you do.
- Paramount will be your relationship building and networking skills coupled with a desire to succeed; you will thrive on your personal success as well as the success of those around you.
- Commercially dynamic, yet maintains a friendly, thinking led culture you will possess the following experience, skills and competencies:
- A track record of successfully selling complex solutions at National Account level and demonstrating consistent individual over-achievement.
- Strong Relationship building skills and demonstrated ability to communicate and influence at "C" level -1 and at a senior level internally.
- A sound understanding of customer processes in marketing, sales, compliance, credit and purchasing.
- Experience of selling new business from referral through to fully managed accounts is essential.
- Ability to coordinate a team-based approach to selling and account management.
- Proven ability to effectively manage multiple priorities and projects.
- Previous experience selling B2B data solutions.
- Be able to clearly articulate the business goal behind the creation of any proposal or recommendation.
- Educated to Degree level or equivalent preferred.
- Excellent verbal and written communication skills are an essential requirement.
- Confident using Microsoft Office & Salesforce.
This role will be based in our London Paddington office.
Relationship Manager (R-18128) employer: Dun & Bradstreet
Contact Detail:
Dun & Bradstreet Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Relationship Manager (R-18128)
✨Tip Number 1
Familiarise yourself with Dun & Bradstreet's products and services. Understanding their Master Data Management, Credit Risk, Compliance, and Data Analytics solutions will help you speak confidently about how you can add value to their clients.
✨Tip Number 2
Network with current employees on platforms like LinkedIn. Engaging with them can provide insights into the company culture and expectations, which can be invaluable during your interview.
✨Tip Number 3
Prepare to discuss your experience in managing complex sales cycles and building relationships at a senior level. Be ready to share specific examples that demonstrate your success in these areas.
✨Tip Number 4
Showcase your understanding of the Challenger sale framework. Being able to articulate how you would act as a trusted advisor to clients will set you apart from other candidates.
We think you need these skills to ace Relationship Manager (R-18128)
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in relationship management and sales, particularly in complex solution selling. Use specific examples that demonstrate your ability to build and maintain client relationships.
Craft a Compelling Cover Letter: In your cover letter, express your enthusiasm for the role and the company. Mention how your skills align with the responsibilities outlined in the job description, especially your experience with B2B data solutions and consultative selling.
Showcase Your Achievements: Quantify your past successes in sales and relationship management. Include metrics such as sales targets met or exceeded, number of new accounts developed, or revenue growth achieved to demonstrate your impact.
Prepare for the Interview: Research Dun & Bradstreet thoroughly. Be ready to discuss how you would approach building relationships with key accounts and how you can contribute to their business growth strategy. Prepare questions that show your interest in their services and market position.
How to prepare for a job interview at Dun & Bradstreet
✨Understand the Role
Before the interview, make sure you thoroughly understand the responsibilities of a Relationship Manager at Dun & Bradstreet. Familiarise yourself with their services and how they create value for clients, as this will help you articulate how your skills align with their needs.
✨Showcase Your Relationship-Building Skills
Since this role heavily relies on building and maintaining relationships, prepare examples from your past experiences where you've successfully developed client relationships. Highlight your ability to communicate effectively at all levels, especially with senior stakeholders.
✨Demonstrate Your Sales Acumen
Be ready to discuss your experience in selling complex solutions, particularly in a B2B context. Prepare to share specific instances where you've achieved sales targets or successfully managed accounts, focusing on your strategic approach to upselling and cross-selling.
✨Prepare Questions
Interviews are a two-way street, so come prepared with insightful questions about the company culture, team dynamics, and expectations for the role. This shows your genuine interest in the position and helps you assess if it's the right fit for you.