Business Development Manager

Iron Mountain Business Development Manager - Shah Alam, Malaysia

At Iron Mountain, we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.

We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect their data privacy in innovative and socially responsible ways.

Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let's start the conversation.

The Job

This position is responsible for the growth and retention of a nominated portfolio of existing accounts, segmented either geographically or by sector. Differentiating Iron Mountain’s value proposition to customers by building strong relationships, both internal and external, and taking ownership for overall customer satisfaction. Identifying new opportunities across all product lines and responsible for managing revenue within an assigned portfolio of account groups. The Senior Key Account Manager will be the voice of the customer internally and ultimately will achieve assigned financial revenue targets.

The Responsibilities

1. Retain the aligned customer in terms of revenue and cubic ft storage and maximize the available revenue generated from these relationships by identifying other revenue opportunities.
2. Own and support the creation and overall implementation of Account Plan(s) within their accounts, leading the relationship on specific allocated customers to ensure retention of revenue through Customer Excellence.
3. Identify and implement the most effective and tailored proactive contact strategy through strong relationship mapping and partnership with both the customer and the IM Sales team where relevant.
4. Generate leads across all Iron Mountain product lines individually and/or in partnership with relevant aligned geographic or sector-specific Sales Teams.
5. Review and proactively manage customer contract renewals.
6. Understand the full organizational structure of each account group and ensure that Iron Mountain is engaged across the entire customer “field of play”.
7. Identify and manage potential profit improvements and pricing exposures using the Iron Mountain suite of tools and processes.
8. Monthly forecasting revenue trends within their Key Customer and capturing material revenue adjustments as soon as they are discovered.
9. Market all aspects of Iron Mountain products, services, and market differentiating processes as ‘added value’.
10. Identify opportunities to help address customer challenges that generate ad hoc revenue for Iron Mountain in the form of Special Projects.
11. Fully understand customers’ responsibilities and requirements in regard to specific compliance, legislation, and environmental policies pertinent to the relevant industry sector.
12. Understand marketplace trends and buying signals.
13. Drive to attain higher levels of Customer Satisfaction within their customer base, with the support of the Customer Care team.
14. Champion the quality of Account Management to ensure employee and customer satisfaction, and maintain a professional corporate image.
15. Proactively determine the frequency of meetings and reviews with all of their clients in line with departmental guidelines.
16. Drive effective pricing management across the relevant customer base.
17. Using Business Analytics address relationship risks with customers, before they become critical.
18. Lead and participate in internal virtual teams ensuring the customer requirement is fully understood and represented.
19. Facilitate query debt resolution where required within the Customer portfolio.
20. Communicate effectively and convincingly across the full range of communication channels.
21. Enhance the name of Iron Mountain as the industry leader within Records and Information Management.
22. Ensure that internal communications channels between all their team and all other Iron Mountain functions are exemplary.
23. Gather, share, and distribute competitor, market, and sector/industry information.
24. Work closely with all stakeholders across the Sales and Service Delivery teams to ensure that a standard, best-in-class service delivery approach is adopted.
25. Work closely with the Finance Group and Revenue Management stakeholders to ensure revenue trends and variations are understood.
26. Seek coaching and feedback from peers and leaders to strengthen own effectiveness.
27. Analyse customer needs and request support to provide customers with relevant and value-driven Management Information.
28. Maintain CRM applications (SFDC), and customer correspondence files.
29. Ensure contract compliance and adherence to company procedures.
30. Proactively communicate professionally with customers via letters, telephone, and e-mail.
31. Write and proactively present proposals.
32. Assist in the training and induction of new employees.
33. Manage own training requirements in relation to other services and products.
34. Prepare and deliver presentations as required during Team Meetings.
35. Input into the budgeting process.
36. Commercial management of contract negotiations.

The Person

1. University degree or business/project management qualification would be well regarded.
2. Experience within the FSI and Technology verticals would be a great advantage.
3. Excellent verbal, written, analytical, and interpersonal skills.
4. IT literate with knowledge and experience of using all Windows based packages.
5. Ability to work independently as well as the capability to manage teams.
6. Strong management experience in revenue-focused or account management environment.
7. Significant commercial acumen gained through customer-facing experience.
8. Proven track record of developing client relationships.
9. Experience of dealing with complex customer relationships.
10. Experience of delivering high value and complex tender responses.

Iron Mountain is committed to intentionally creating and supporting an inclusive and diverse workforce. At Iron Mountain, we challenge ourselves and inspire others to create innovative business solutions that make a positive environmental and social impact.

#J-18808-Ljbffr