Commercial Account Manager
5 months ago
SaaS & Managed Services
- ASX - 300 Listed Company (JIN)
- Hybrid Work Environment / Flexible Work Hours
**Why Jumbo?**
We’re an innovative technology company that has achieved remarkable growth over the past 25 years, from humble beginnings with a single computer to a thriving global technology business. We work with over 13,000 causes globally and have helped raise over $250 million last FY.
Here, innovation isn't a buzzword—it's our way of life. We thrive on pushing boundaries as we seek ways to improve business operations, performance and efficiencies. Every voice matters, and every idea has the potential to be impactful.
**What you will be doing**:
Reporting to the Group General Manager - SaaS & Managed Services; and will work closely with the Leadership Team and Jumbo Interactive Ltd Commercial Team. You would be accountable for Commercial activities within the Jumbo Australia business: Including:
- Leading Business Development and Marketing (B2B) activities, focused on the creation of new partnerships for Jumbo’s solution suite.
- Management of the commercial component of relationships with existing Jumbo partners focused on partner optimisation across revenue and satisfaction metrics.
- Assessing the market to develop new revenue streams and commercialisation opportunities for the business, in the region; and working with internal stakeholders to bring these to life.
The hybrid nature of the role is best defined as 60% Business Development (that is getting new partners) and 40% Account Management (that is optimising value with existing partners).
What does this mean in more detail:
- Strategically source new commercial agreements through Business Development activities:
- Represent Jumbo at relevant not-for-profit fundraising/lottery-related industry events to grow our brand.
- Proactively engage stakeholders within the target client framework with the objective of building awareness of Jumbo's capabilities and solution suite.
- Identify and respond to RFI and RFPs where opportunities align with Jumbo's capabilities.
- Secure new commercial partnerships across the Jumbo solutions suite in line with the objectives of the business.
- Directly manage a portfolio of partners in the Australian region, working closely with a broader partnership management team, including client success to develop partner-specific growth (success) plans.
- Support Client Success teams to develop account plans and strategies to expand revenue opportunities and identify upsell and cross-sell opportunities within the existing client base.
- Manage partner contracts, renewals, and negotiations, ensuring all contractual obligations are met and agreements are up-to-date.
- Act as the voice of the clients within the company, gathering feedback and insights to help improve our products and services, and to help the business develop future strategy.
- Regularly report on initiatives and performance as required to Leadership, Jumbo KMP (Key Management Personnel), and SLG (Senior Leadership Group).
Success in this role is measured through value creation metrics, including client acquisition, retention, growth and tool utilisation; and client satisfaction metrics, including NPS and CSAT.
**Who we are looking for**:
A seasoned Business Development professional with a proven track record of success. You'll possess excellent communication and negotiation skills, allowing you to build strong relationships with partners, understand their needs, and navigate win-win deals.
You're a problem-solver who thrives in a fast-paced environment, adept at managing multiple accounts and ensuring meticulous attention to detail. Nonprofit experience, particularly with lottery and fundraising, is a plus. Your analytical skills will also help you identify trends and growth opportunities within partnerships.
On a personal level, you're empathetic, building trust with your partners. You're proactive in identifying and addressing their needs, with a resilient attitude that allows you to bounce back from challenges while maintaining a positive outlook
**Salary**: $120,000 + Super + $15,000 Short Term Incentive
At Jumbo, we're all about ensuring our team thrives, as a valued member, look forward to:
- A short-term incentive program that rewards your contributions with an annual incentive payment, dependent on company performance
- Brisbane-based hybrid working model (minimum 3 days/week in the Brisbane H/O),
- An Employee Assistance Program where you can access counselling and coaching sessions to improve your well-being
- Flexible working hours for great work-life balance, (core hours are 10 am-2 pm with flexibility on how you make up the rest each day)
- Focus on talent management, including career and skills development
- An onsite chef (Brisbane) who makes a fresh, gourmet lunch every day
- Social activities - Lunchtime chess, corporate games, soccer, Friday get-togethers, The Joe Awards, quarterly team days, loads of events to celebra
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