Company Overview
Third Bridge was founded on the belief that human insights drive intelligent investment decisions.
To make the right investment decisions, our clients require access to the most relevant experts and their insights – we enable this through private consultations and exclusive content drawn from expert interviews.
Our clients consist of some of the largest private equity funds, hedge funds, mutual funds and management consulting firms, who are serviced by a team of over 900 employees located across eight global offices.
Third Bridge operates in a global, multi-billion-dollar market with double digit annual growth and has consistently received accolades for Great Places to Work and the top 100 fastest growing companies.
Position Overview
The Account Management team manages defined books of existing client business across Third Bridge’s Connections and Forum product offerings, and is responsible for retention and growth within these accounts, creating revenue opportunities and cross-selling additional products. The team is expected to diligently manage a pipeline of renewal and cross-sell opportunities, while always seeking to drive timely deal execution and excellent commercial outcomes.
The VP (Manager) - Private Equity, reporting to the Head of European Account Management, leads and manages a team of Account Managers at varying levels of seniority, including VP (Individual Contributors), Associate VPs, Senior Associates & Account Associates.
They help set and implement the commercial strategy for their team’s territories. They are responsible for the learning and career development of the Account Managers and Associates reporting to them, and for ensuring the team hits ambitious targets across Third Bridge’s Connections and Forum product lines.
In this role, you and your team will create and actively maintain account and territory plans, defining specific action items towards achieving strategic commercial goals within a set timeframe, and working with internal stakeholders to ensure objectives are achieved on a quarterly and long term basis.
You will be on the front line, talking to senior decision makers, nurturing champion users, demonstrating our value proposition to new or less familiar users and ensuring our offering is bringing the maximum value across our client’s research process.
You will also form an integral part of the management team for European Account Management, providing vital input and contributing directly to key strategic initiatives across the business.
Responsibilities
Management
Lead a team of six Account Managers and Account Associates to consistently achieve and ideally exceed team revenue and performance targets
Work closely with the Head of European Account Management, the Global Head of Account Management and other stakeholders to implement and monitor team performance against OKRs aligned to the business’s commercial strategy
Lead coaching and problem-solving around commercial conversations and issues arising from the deals your team is negotiating
Full commercial responsibility for ensuring your team delivers against ambitious targets across a diverse asset-class territory, with responsibility for managing relationships with senior internal and external stakeholders
Create, enhance and maintain constructive cross-functional working relationships and processes with other departments, notably Connections (expert calls business), Forum (subscription content business), Sales, Legal, Finance and HR leaders
Lead by example in data hygiene and effective use of company systems (salesforce.com, PowerBI, bespoke databases, GSuite)
Contributing to key management initiatives and providing considerable insight into specific markets, helping drive commercial strategy
Manage resources across a regional territory based on individual strengths
Individual Contributor Component
Full commercial responsibility for negotiating all renewals, cross-sales and up-sales within your territory
Engage in quarterly territory and key account planning: conduct relevant data analysis to create ongoing account strategy and communicate it to internal and external stakeholders
Manage client life cycle: on-boarding, monitoring usage, value reviews, etc.
End-to-end client relationship management of user base e.g. scheduling meetings, sourcing projects, conducting optimization meetings, raising awareness and usage of our products, client inbound support, developing client training material
Identify inactive teams/business units and engage mobilizers and decision makers
Maintain client data on our systems, such as salesforce.com
Collect, document and report on feedback and usage patterns
Coordinate with Connections and Forum teams towards account goals
Liaise with senior internal stakeholders on territory management and specific regional or cross-office projects
Skills
Business Acumen - readily spots opportunities and devises strategies to bring them to fruition
Negotiation - able to create constructive tension to drive excellent commercial outcomes
Leadership - able to inspire and motivate a team made of of people with varying experience levels
Results-Driven - ambitiously pursues tough targets
Stakeholder management - effectively manages expectations
Highly collaborative - able to work effectively across multiple departments towards positive commercial outcomes
Detail-oriented - maintains the highest standards of data cleanliness; able to interpret complex business performance metrics to drive action
Communication - persuasive and inspiring written and oratory skills
People Management - career development plans, setting and monitoring performance against targets and OKRs
Qualifications
More than six years of B2B commercial experience, including the management of entire client lifecycles, from on-boarding, regular touch-points and renewal, including annual account plans, quarterly review and devising effective engagement strategies
Personally-led negotiation of renewals/sales with considerable autonomy, preferably working with Private Equity firms or other investment houses
Strong understanding of the Sales/CRM cycle, how to apply to it day-to-day account management and how to instill this discipline in a team
Demonstrable track record of driving successful commercial outcomes through mentoring and coaching account managers or salespeople, or equivalent experience in another role
Fluent English speaker (additional French or German language skills are desirable, but not a requirement)
Knowledge of the Challenger sales methodology would be an advantage
The successful candidate must, by the start of the employment, have permission to work in the country they are applying.
We know that to be truly innovative, we need to have a diverse team around us. That is why Third Bridge is committed to creating an inclusive environment and is proud to be an equal opportunity employer. If you are not 100% sure if you are right for the role, please apply anyway and we will be happy to consider your application.
