Strategic Account Manager - Renewals (R-19346)

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Dun & Bradstreet Position Summary

Designation: Strategic Account Manager – Renewal Team

SBU: Credibility & Business Insights Group (C&BIG)

Location

KEY RESPONSIBILITIES

 Complete Ownership of existing accounts

 Periodic Meetings with all customers in the portfolio

 Ensuring touch points in different business segment of customers in the portfolio.

 Ensure Retention rate of 85% and upwards on the existing account base

 Explore opportunities of upselling accounts through Cross- Sell / Upsell via other D&B product & offerings

 Ensuring Upsell of ESG Reports to all customers in the portfolio

 Identifying Market Research opportunities in the existing accounts and build pipeline of the same

 Identification and planning through risk profiling – High / Low and accordingly plan sales and revenue fulfillment

 Ensuring timely renewal of all the existing accounts while maintaining service levels and escalations both internally and externally

 Responsible for the overall Accounts Receivables, Document collection for the allotted accounts

 Provide industry updates / D&B updates on products, literature, CFO club initiatives, etc., at regular intervals to clients and maintain a constant relationship with the existing customers through courtesy meetings

 Ensure Bundled sales of D-U-N-S Registered & ESG Registered in existing accounts, comprising at least 35% of volumes allocated

 Would be responsible for the business targets of self

Operations

•  Always ensure process adherence and error free timely delivery of projects
•  Liaising with the operations team for a smooth delivery of the product and ensuring the service expectations of the customers are met
•  Maintaining the data / client contact details in appropriate data warehouses hygienically
•  Progress Reviews and Forecasting Reports are filed periodically as required by the Management
•  Regular update of all the activities in the tools provided and track the movement of all such activities

KEY REQUIREMENTS

•  MBA or any post-graduation with relevant experience of 3-5 years in business development.
•  Should have good knowledge of the local commercial and Industrial Belts.
•  Ability to comprehend and analyze financial statements.

Key Responsibilities

• Take full ownership of existing customer accounts within the assigned portfolio.
• Conduct periodic meetings with all customers to maintain engagement and strengthen relationships.
• Ensure consistent touchpoints across different business segments within each customer organization.
• Achieve and maintain a minimum customer retention rate of 85% across the account base.
• Identify and drive upselling opportunities through cross-selling of D&B products and services.
• Promote and ensure adoption of ESG Reports across all accounts in the portfolio.
• Identify market research opportunities within existing accounts and build a robust pipeline.
• Classify accounts based on risk profiles (High/Low) and develop targeted sales and revenue strategies accordingly.
• Ensure timely renewals of all existing accounts while maintaining high service standards and effectively managing internal and external escalations.
• Manage account receivables and ensure timely collection of required documentation for assigned accounts.
• Share regular updates with clients on industry trends, D&B products, marketing materials, and initiatives such as CFO clubs maintain ongoing engagement through regular interactions.
• Drive bundled sales of D‑U‑N‑S Registered and ESG registered offerings, targeting at least 35% of allocated volumes.
• Be accountable for achieving individual business and revenue targets.
• Ensure strict adherence to processes to guarantee accurate and timely project delivery.
• Collaborate closely with the operations team to ensure seamless product delivery and meet customer service expectations.
• Maintain accurate and up-to-date client data and contact details in relevant databases.
• Regularly update CRM systems with progress reviews and sales forecasts.
• Proactively follow up and collect outstanding payments from assigned accounts

Key Requirements

• MBA in Finance or Marketing with a minimum of 3+ years of experience in corporate client relationship management.
• Candidates with knowledge of trade finance and other banking products, along with experience in credit ratings, consulting, or advisory roles, will be preferred.
• The role requires strong analytical and problem-solving abilities, sound business knowledge, and awareness of current affairs, along with a willingness to travel.
• The position involves interacting externally with senior stakeholders such as Managing Directors, CXOs, CFOs, and Heads of Finance, IR, and Treasury, while internally coordinating with RMS Operations, RMS Sales, and other support teams.
• Key competencies include excellent interpersonal and presentation skills, strong influencing and negotiation abilities, solid business acumen and market understanding, high initiative and drive, effective planning and organizational skills, the ability to work under pressure, and strong relationship-building and management capabilities.