Senior Account Manager | £50,000 plus £24,000 OTE | Car Allowance | Subject to experience

Company Description

Estatesearch brings innovative legal technology to help streamline estate administration and reduce risk for private client professionals. Our award-winning Financial Profile Service and due diligence tools support law firms and executors in discovering assets, mitigating fraud, and improving efficiency - all through a secure, easy-to-use platform. We're part of a growing international group based in the UK and trusted by thousands of legal professionals.

Role Description

The Senior Account Manager plays a pivotal role in managing and growing key client relationships while supporting Estatesearch's commitment to delivering exceptional service and business growth. They will listen to and understand the challenges faced by clients, acting as a trusted partner to provide tailored solutions that drive client success and strengthen long-term partnerships.

This role is responsible for identifying strategic opportunities to expand Estatesearch's presence within the client base through upselling, cross-selling, and the development of new business initiatives. Working with autonomy and initiative, the Senior Account Manager will also contribute to the wider sales strategy, support the Sales Manager in mentoring and developing team members, and lead by example to uphold the highest standards of professionalism and client care.

This role is to cover clients in the South West. The successful candidate will ideally be located in Bath, Bristol or the surrounding area.

The role is offered at £50,000 per annum with £24,000 OTE subject to experience. Car allowance is also offered.

KEY RESPONSIBILITIES

Commercial Growth

• Analyse customer behaviours and account performance to identify strategic opportunities within the assigned account base, developing clear account plans to achieve revenue and retention targets.

• Adopt a consultative and solutions-focused sales approach to develop and close new opportunities through up-selling and cross-selling of new and existing products to achieve individual and team based targets.

• Work collaboratively with customer base to identify new revenue generating business and/or product opportunities, creating and proposing businesses cases.

• Convert opportunities by taking customers through the sales journey to ensure a successful implementation. This includes:

• identifying the buying need
• understanding the product benefits
• managing objections
• clearly defining and communicating next steps to progress any sales opportunity
• ensuring actions are completed resulting in product adoption

• Proactively monitor and report on KPIs, ROI and strategic account plans to evaluate the success of initiatives, reflect and adapt as necessary to continuously optimise account performance.

• Help ensure the success of new product launches through onboarding early adopters.

Partnership Development & Relationship Management

• Serve as a primary contact point for customer inquiries, providing proactive and responsive support.

• Develop an extensive knowledge of Estatesearch growing product portfolio, acting as a trusted consultant to clients.

• Use internal systems reporting tools to continuously monitor client usage and spend to identify changes in client sales patterns to improve usage as well as addressing issues to enhance client satisfaction and retention.

• Deliver CPD and knowledge sessions to clients (incorporating case studies and anecdotes), both in person and through on-line platforms, to educate clients and promote product sales.

• Develop and foster long-term relationships with clients to progress initiatives and opportunities. This should include various roles and positions within a firm.

• Utilise a variety of communication channels including social media, email, telephone, online meetings, delivering presentations, in- person visits to client sites, and attending networking events.

• Be integral to any formal complaint procedure, understanding what business unit also needs to be involved e.g. Customer Success or Financial Institutions teams, to ensure the positive resolution.

Sales Collaboration

• Ensure CRM (HubSpot) is used effectively and kept up to date to manage individual sales pipeline and maintain accurate account base data.

• Work in partnership with other areas of the business including the wider account management team, business development, marketing, customer success, and product development to help assist with knowledge sharing, objection handling and new business opportunities.

• Collect client feedback and identify opportunities to improve and develop existing product range and/or opportunities for new products and services. Share insights and client feedback with internal teams to support continuous product improvement and innovation.

• Represent the Estatesearch Group at industry functions such as conferences, seminars and awards ceremonies.

• Review and feedback on sales CPD messaging

Team Support

• Lead by example to coach and support Account Managers, sharing expertise to enhance team capability and performance.

• Support the Sales Manager with team training, onboarding, and development initiatives to ensure consistent delivery of excellence.

• Share best practices, market insights, and success stories with the team to drive continuous improvement and motivation.

• Attend team meetings and positively contribute by utilising experience and market knowledge.

PERSON SPECIFICATION

Experience and knowledge

• Excellent IT skills, including Microsoft Office and email systems.

• Competent at using CRM software (Salesforce, Hubspot or similar).

• Extensive experience working in account management or sales, ideally in a B2B or professional services environment.

• Experience working with the legal sector is desirable.

• Proven track record in developing and managing key accounts, achieving targets/KPIs, and building long-term partnerships through a consultative approach.

Skills and Behaviours

• Key contributor to team engagements, bringing a positive, professional attitude.

• Excellent time management skills and organisational skills with the ability to balance multiple priorities.

• Inquisitive, consultative and solutions-focused with an objective sales based mindset.

• Strong and confident communicator, capable of leading client meetings, business reviews, and training sessions.

• Analytical thinker with the ability to interpret data and identify trends to optimise growth.

• Demonstrated ability to work autonomously while contributing effectively to a team environment.

• Influential and relationship-focused with the confidence to challenge and advise senior stakeholders.