Commercial Account Manager

7 months ago

Brisbane, Australia Jumbo Interactive Limited Full time

Hybrid Working Model
- ASX - 300 Listed (JIN)
- Global Technology Company

**About Us**
We’re an innovative and dynamic technology company that has achieved remarkable growth over the past 25 years, starting from humble beginnings with a single computer to becoming a thriving $1 billion ASX-300 listed business.

What sets us apart is our unwavering focus on creating possibilities. We develop cutting-edge solutions that empower our lottery and not-for-profit partners to raise more funds for their vital causes. We believe in fostering an environment where talented individuals can innovate, grow, and have fun. Collaboration and support are at the heart of our work environment, ensuring that our team members thrive and enjoy their journey with us.

**What will you be doing?**
You will be responsible for Commercial activities within the Jumbo Australia business: Including
- Leading Business Development and Marketing (B2B) activities, focused on creating 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 role will report to the General Manager Australia; and will work closely with the Leadership Team and Jumbo Interactive Commercial Team. 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)

As part of your role, you will:

- 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 to build 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.
- Collaborate with Client Success teams and partners to develop and execute strategic plans to meet their business objectives.
- 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.

**What are we looking for?**
- 5-7 years in a business development role (Ideally within technology).
- Effective written and verbal communication is crucial for understanding partner needs and conveying information.
- A knack for identifying upsell and cross-sell opportunities and driving revenue growth within existing accounts.
- The ability to identify and address partner issues and challenges effectively, often in real time.
- The ability to negotiate contracts, pricing, and terms in a way that benefits both the partner and our company.
- Efficiently manage multiple accounts, contracts, and tasks simultaneously while maintaining attention to detail.

**Why join the Jumbo team?**

We pride ourselves on offering a wide variety of benefits to our Jumbonians. In joining our team, you can expect:

- A short-term incentive program that rewards your contributions with an annual incentive payment, dependent on company performance,
- Brisbane-based hybrid working model (3 days in the Brisbane H/O, 2 days WFH),
- Commitment to Diversity, Equity and Inclusion across the employee career journey,
- 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 with individual budgets for learning,
- An onsite chef (Brisbane) who makes a fresh, gourmet lunch every day, straight from our commercial kitchen

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