Commercial Channel Manager

Commercial Channel Manager

Department: Sales

Employment Type: Permanent - Full Time

Location: London - Paddington

Reporting To: VP, Global Sales

Description

Your role, as Commercial Channel Manager will be to work within the Dye & Durham 'Insight & Data' product space. This part of the business specialises in the delivery of Property Risk Reports and Data Products which analyse and advise on issues such as flooding, land contamination, and ground instability (mining, sink holes, subsidence etc.), as well as emerging risks driven by climate change.

These reports and data products are used by property professionals and institutions, such as Solicitors and Lenders, as part of due diligence during the sale and purchase of residential and commercial property across the UK. You will be the key point of contact between the large network of distribution partners who act as resellers of these products.

You will be responsible for devising and delivering an effective pricing strategy, outreach/support programme and commercial structure which retains and grows the current levels of distribution. You will provide support to key partners, educating and supporting them and their clients on the product suite, to ensure they are getting the most out of their partnership with Dye & Durham.

You will be solving problems, managing internal and external communications for BAU and new product deployment, driving customer feedback into Product Roadmaps, and working to consolidate and harmonise the commercial contract structure.

Key Responsibilities

• Managing the key client relationships through effective communication and problem solving, as well as the provision of high-quality support and education to ensure customers can get maximum benefit from being a D&D partner.
• Principle focus on the retention of the existing client base and the income it delivers, but with responsibility to also drive visibility and growth amongst the existing customer base and acquire new distribution partnerships.
• Introducing, Renewing and Renegotiating customer contracts. Working with Legal to streamline and consolidate contracts spanning various product lines.
• Identifying under-exploited cross-sell opportunities between the various product offerings under the wider umbrella of Insight & Data.
• Pricing analysis, as well as future pricing strategy design and roll-out.
• Regular detailed reporting on Key Account Performance and retention or growth initiatives to the Director, Property Risk, Chief Revenue Officer and others as required.
• Providing regular updates to the Product Team to drive customer requirements and feedback into Product Roadmaps.
• Developing your own set of support and training documentation to support the Key Accounts, with support from the Marketing team.

Skills, Knowledge & Expertise

Technical skills and experience

• Demonstrable experience within account management, where you were educating, influencing and delighting customers, and improving their experience of a service or product line.
• Demonstrable success in retaining and growing Key Accounts.
• Experience of Contract negotiation and management.
• Commerciality - ability to design, deliver, manage and analyse the success of pricing strategies.
• The ability to rapidly become a product champion and subject matter expert, to convey key messaging to customers and answer direct queries with confidence.
• The ability to present confidently, deliver sales-support and direct-customer training, using your own high-quality materials.
• Prior knowledge or experience within the Legal/Conveyancing or Property Risk/Geospatial Data sectors would be of significant benefit, but is not essential.

Who you are

• Personable - can work with a variety of different people and departments to get the best for your customer.
• Organised, with great time management and attention to detail.
• An effective communicator and influencer, with strong verbal and written communication skills.
• Action-orientated and with good problem-solving capacity.
• Resilient - able to comfortably adapt to and work with change.
• Able to juggle and prioritise multiple concurrent demands and priorities.

Job Benefits

At Dye & Durham we strive to be visionaries! As a leader in our field, we ensure our employees are ready for the next challenge in their journey with us by offering internal and external training opportunities. We offer competitive salaries and a whole host of benefits including healthcare, pension, company discounts, wellness programs, and paid days off to move house or volunteer for your favourite charity.

Do you share our DNA?

• We ask how tomorrow can be better than today.
• We are passionate about solving our customer's challenges.
• Our ideas break boundaries.
• We value different perspectives and encourage dialogue.
• We take ownership and celebrate together.