GM, Commercial Account Management

The GM of Commercial Account Management will be responsible for managing the Thomson Reuters’ Commercial Business in the Corporates Segment. The Commercial Business consists of Small and Medium sized Businesses served via Digital/Indirect/Direct Sales, and SDRs. The leader will own end to end accountability of customer engagement actions to ensure our Commercial customers continue to be successful and thrive.

The Position

The GM of Commercial Account Management, Corporates Segment, will be responsible for developing and executing sales and retention strategies that drive the objectives of the Corporates Segment across the globe.

This leader will be responsible for managing the Thomson Reuters’ Commercial Business in the Corporates Segment. The Commercial Business consists of Small and Medium sized Businesses served via Digital/Indirect/Direct Sales, and SDRs. The leader will own end to end accountability of customer engagement actions to ensure Commercial customers continue to be successful and thrive. The role will provide leadership and resource stewardship to global account management teams to maximize sales and retention performance, generate new and expansion revenue, and drive ROI.

We are looking for an experienced go to market account management leader who will develop shared objectives across the Commercial teams and create clear mechanisms to measure progress against goals. The leader is a seasoned and collaborative sales executive with deep expertise in sales and retention of Small and Medium-sized Businesses who can drive results in a complex, matrixed environment.

The ideal candidate will have a strong account management skillset, have experience in managing a large and capable global team, create efficient programs that drive high rep productivity, and launch processes designed to scale quickly while leveraging analytics, modeling, and data-based insights. This individual should know how to lead across internal cross-functional partners and have a strong grasp of business economics and P&Ls. A deep sense of ownership, drive, growth mindset, people management and entrepreneurship are essential.

About the Role

In this role as GM, Commercial Account Management, you will:

• Develop and drive execution of near-term and long-term Commercial sales and retention strategies by working to identify and prioritize target markets, customers, and products that drive transactional and recurring sales and revenue from new and existing customers and by aligning with the Corporates Segment’s objectives and strategies.

• Build a highly efficient and productive account management team in a scalable model that enables high growth in markets around the world and utilizes the best combination of digital, inside sales, direct sales and partners to best serve our Commercial customers.

• Direct all Commercial sales teams on resource allocation decisions including outsourcing strategy, global center usage, and capacity management.

• Drive performance with marketing and partnerships and alliances to enable sales teams and marketing functions to align strategies, priorities and tactics that improve the entire end-to-end customer pipeline from lead generation to account activation, including sharing of customer insights and analytics, streamlined hand-offs for high conversion rates, efficient customer acquisition, a continuous customer experience, and shared accountability of pipeline performance metrics.

• Work with internal stakeholders to provide input and the “voice of the customer” to refine and build new Commercial Business product, partnerships, and platform enhancements.

• Drive thought leadership with core stakeholders, including: product, to feed customer input from the sales frontlines into product strategy and innovation; product marketing and commercial excellence to drive pricing, packaging, and marketing insights; field sales, partnerships & alliances, and strategy to coordinate strategy, partnership opportunities, competitive insights and actions; and commercial excellence and operations & technology to influence sales support, incentive planning, and customer experience.

• Design and execute account management talent and capability improvements by defining target sales and retention hiring profiles, upskill/development programs, coaching programs, support needs, and sales tools that are aligned with growth needs of the Corporate Segment’s objectives and commercial growth strategies.

• Recruit, onboard and develop high performing, growth mindset oriented, and dedicated account management reps and managers globally while ensuring a progressive career path and development for the future. Facilitate sharing of learnings between sales teams across markets; and actively coach the lea