Job Description

JOB DESCRIPTION

Job Title: Key Account Manager Specifier

Reporting To: Head of Key Account Management - Specifier

Department: Sales Specifier

Location:Newcastle



Overall, Purpose:


To increase revenue within the existing Hubexo NBS specifier customer base by promoting and upselling the full suite of NBS specification products and services.

This role requires a consultative, professional approach to account management. The postholder will proactively manage their own accounts to secure renewals, generate upsell opportunities, and protect revenue. They will act as the first point of contact for customers considering cancellation, objection handling effectively to reduce churn and safeguard long-term relationships.

Principal Job Responsibilities:

Achieve and exceed upsell sales targets for existing Specifier customers. Drive adoption of additional NBS licences, training packages, consultancy, and higher-tier services. Manage and retain at-risk renewals, providing first-class objection handling. Deliver tailored account plans for key and strategic customers. Position yourself as a trusted advisor on NBS products and services, including Chorus and other specification tools. Maintain regular customer engagement via calls, email, video, social media, events, and face-to-face meetings. Deliver product demonstrations and presentations to individual customers and groups. Complete timely and accurate CRM updates in Salesforce, including pipeline, activities, and forecasting. Follow up on upsell leads generated internally and convert them into revenue. Stay current on NBS product developments, standards, and construction industry trends. Collaborate with colleagues across Sales, Marketing, Product, Finance, Support, Training, and Customer Success. Provide a first-class customer experience as a Hubexo brand ambassador.


Key Performance Indicators:

Achievement of upsell revenue targets. Growth in licence, training, and consultancy sales within existing accounts. Retention and renewal rates of key and strategic customers. Reduction in churn through effective objection handling. Customer satisfaction and NPS. Consistent accuracy in CRM reporting and forecasting.

Commission:

Yes

Qualifications & Experience:

(E Essential; D Desirable)



Some proven experience in account management, sales, or customer success, ideally in a subscription or SaaS environment.E

Evidence of achieving targets or KPIs (renewals, upsells, retention, or revenue growth).E

Strong relationship-building skills with confidence engaging senior stakeholders.E

Ability to understand client needs and match solutions to business challenges.E

Confident in handling objections and negotiations to protect revenue.E

Strong organisation and time management skills, able to manage multiple accounts.E

Excellent communication both written and verbal with good presentation skills.E

Competent IT skills, including CRM use (Salesforce desirable) and Microsoft Office.E

Self-motivated and proactive with a drive to succeed.E

Experience delivering product demos, training, or onboarding sessions.E

Exposure to structured account planning and forecasting.E

UK driving licence and willingness to attend customer meetings and events.D

Previous experience working in a SaaS account management environment.D

Knowledge of the construction, specification, or design sector.D

Working Relationships:-

Internal

:Reports to: Head of Key Account Management Specifier Sales

Liaises with: Specifier Sales, Manufacturing Sales, Marketing, Product Management, Product Team, Finance, Support, Training, Customer Success.

External

:Specifier customers, including architects, designers, and engineers.

Industry contacts at events and networking activities.

MISSION & VISION

Mission

; By using our unique data, insights and software solutions, our customers in the construction industry will sell more, improve efficiency and build more sustainability combining our research expertise, industry knowledge and artificial intelligence.

Vision; Connect the construction market to help the world build better.

VALUES

?Dream Big Embrace ambitious goals and strive to exceed expectations, every day.

?Thrive Together Collaborate, communicate, and celebrate success.

?Own It Take Ownership of your work and empower yourself to make a difference

?Do the right thing Stand firm in your values and let integrity guide your actions at every turn