Relationship Manager- Middle Market Customers- Richmond, Virginia
D&B (Richmond, Virginia)

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D&B (NYSE:DNB), the leading provider of global business information, tools, and insight, has enabled customers to Decide with Confidence for over 160 years D&BTM (NYSE:DNB; www.dnb.com), headquartered in Short Hills, New Jersey, is the world’s leading provider of global business information, tools and insight.  Our proprietary DUNSRight™ process provides customers with quality information whenever and wherever they need it.  We manage the world’s largest and most valuable commercial database with information on more than 100 million companies.  We gather information in more than 200 countries in 95 languages, covering 186 monetary currencies and update the information in the database over one million times each day.  This quality information is the foundation of our solutions that customers rely on to make critical business decisions.  Our solutions help businesses of all sizes reduce credit risk, find profitable customers, and manage vendors efficiently.  As an organization, we are intensely focused on our customers’ success.  Our aspiration is to be the most trusted source of business insight so our customers can Decide with Confidence.
 
Responsibilities: Relationship Manager - Middle Market Customers - Arlington, Virginia
This position is responsible for managing a portfolio of accounts within a 1.5 million portfolio of Middle Market customers by providing business solutions that impact performance within the customer's functional areas: risk management, finance, marketing, purchasing and technology.
 
As an RM, you will be responsible for aggressively growing revenue within and established customer territory via up sell and cross sell of D&B's solutions throughout our customer's finance, marketing and purchasing organizations.
 
Excellent relationship skills are essential as you will need to maintain and grow existing customer relationships, as well as acquire and grow new customer relationships.
 
Strong "hunter" and "farmer" skills will also be critical, as you will be responsible for ensuring successful renewals of existing D&B's products and services, as well as for identifying and closing new business opportunities.
 
Effectively utilize sales force automation tools to communicate with manager and organize customer relationships.
 
Remain knowledgeable of customers' industry trends, general economic conditions, financial practices, and the broad spectrum of D&B products and their applications.
 

Qualifications

Bachelors Degree is required; 5+ years of direct revenue sales experience PC proficiency required, with ability to use Microsoft Word, Excel and PowerPoint In-depth knowledge of D&B services and product offerings preferred Excellent communication skills (written and verbal) and excellent presentation skills required Strong relationship building skills required Demonstrated ability to call into and influence "C" level contacts preferred Broad experience leading in a team environment