Manager, RenewalsTargeted Talent • Winnipeg, MB, Canada

Manager, Renewals

Targeted Talent • Winnipeg, MB, Canada

30+ days ago

Job type

Full-time

Job description

Job Description

Our client is a pioneer in the CRM space, is seeking a Manager, Renewals who will be responsible for the retention and growth of their customer base. A blend of both Customer Success and Account Management, this role requires a balanced approach of proactive business development and creative problem solving to meet / exceed revenue targets.

Primary Duty / Objective :

Meet and exceed renewal revenue targets for all accounts in North America and Australia by :

Ensuring ongoing renewal attainment
Reducing churn and downgrades
Identifying and closing expansion opportunities

Supporting Tasks and Activities :

Key Account Management

Act as primary point of contact on all Key Accounts engaging various internal teams to ensure time resolution of requests and project delivery

Provide training and guidance for clients to drive value received from their CRM solution.

Proactively contact clients based on cadence determined by customer life-cycle.

Conduct Account Review meetings and leverage solution-based selling to identify and close new revenue opportunities.

Craft and present Executive Business Reviews to clients communicating value delivery and identify areas to increase adoption.

Own the renewals process including the negotiation of win / win renewal agreements for small and medium sized companies.

Leverage qualitative and quantitative data for prospecting revenue opportunities and identifying churn risks within their territory.

Maintain thorough understanding of renewal and expansion pipeline and provide 90-day revolving forecast.

Renewal Portfolio Performance

Act as subject knowledge expert for internal and external questions pertaining to :

Current and historical agreement term and conditions

Current and historical products and rate plans

Renewal policy, procedures and documentation

Managing direct reports

Provide Coaching and training on sales best practices to develop team

Handle client escalations when necessary

Monitor revenue performance and in-act course correcting strategies to ensure individual and team revenue targets are attained.

Resolving conflicts and disagreements

Creating tools, process, and procedures to support team in their objectives

Support the NNL Sales team through :

Providing existing customer industry data / information to support sales efforts

Support sales strategy creation, new systems implementation, financial budgeting / forecasting and providing customer feedback for product direction

Support Business Partners in Key Account renewal and expansion conversations

Other Activities

Design and implement policy, procedures, systems and KPIs to streamline operations and revenue generating activities

Aggregate and present renewal performance data on a monthly, quarterly and annual basis to senior Management team

Monitor the book of business performance on an on-going basis to identify and mitigate any potential revenue risks

Analyze data sets to produce and produce ad-hoc reports for strategy decisions

Supporting VP, sales on various projects and initiatives when needed

Skills / Qualification / Education

University degree or comparable work experience

7+ years B2B Account Management Experience, SaaS preferred

3+ years in sales leadership role

Outstanding sales, customer success and problem-solving abilities

Advanced knowledge of Microsoft suite

Excellent revenue risk identification and migration ability

Concise communicator with the ability to communicate effectively across audiences with varied technical knowledge level

Proactive attitude towards account management and quota achievement

Strong analytical background with ability to translate into tangible strategy

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Manager • Winnipeg, MB, Canada

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