Manager, Renewals

Found in: beBee jobs CA - 1 week ago

Vancouver, British Columbia, Canada Targeted Talent Full time

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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