Managing accounts is an art that blends strategic insight, personal connection, and a deep understanding of customer needs. It’s a dynamic role that requires adaptability, resilience, and a knack for communication. In this exclusive interview, we share the world of Terms.Tech’s fantastic Senior Account Manager, Robby Timmermans.
Robby’s career has transitioned from technical account management to the forefront of commercial strategy. In this edition of ‘Interviewing our experts’ explore his journey, challenges, and triumphs of navigating the sales landscape. Discover the personal motivations, unique approaches, and valuable advice for aspiring account managers, alongside a light-hearted look at what keeps our Robby inspired outside of work.
How did you get started in sales and what was your journey to becoming Senior Account Manager at Terms.Tech?
My journey began shortly after I graduated with a degree in development, where my first taste of the commercial world was through technical account management. This experience served as a bridge between sales and technical folks, which I found incredibly fulfilling. My role transitioned over time to full commercial responsibilities, where I’ve grown to love explaining our products and services in a down-to-earth, low-jargon approach.
My journey into sales was sparked by a love for meeting new people and the exhilarating feeling of closing a deal. I’ve always been drawn to roles where I could shape the sales approach, and Terms.Tech caught my attention through word-of-mouth. The vibe was great from the start, and the product was not just interesting but offered a genuine challenge in sales approach customisation. So, I couldn’t wait to get started!
Is there anything else that excites and motivates you in your role?
There’s a unique satisfaction in knowing you’ve directly contributed to your company’s success, making a tangible difference in how it operates and ensuring customers are excited about our products and services. This is especially true in smaller companies, where each deal feels like a significant victory. Directly contributing to the company’s growth is a phenomenal experience. And, of course, the challenges that lead to success drive me.
So, what are those key challenges in your mission?
Managing accounts certainly has some challenges, and I love meeting those head on. The primary hurdles include ramping up our sales efforts, increasing our client base, and boosting revenue. A significant part of my role involves streamlining the sales process to achieve these goals efficiently and effectively while delivering the highest quality and most personal customer experience possible.
From your perspective as Senior Account Manager, what differentiates Terms.Tech from the competition?
What sets Terms.Tech apart from other B2B BNPL and payment terms solutions is our approach to risk and our flexible funding options. Unlike competitors, who often require customers to manage collections or handle part of the payments themselves, we fully assume the risk. In this way, our buy and pay later offer is a true BNPL service.
We also understand that SMEs operate in different ways and their needs are different. We offer both online and offline services, and depending on a client’s creditworthiness, we can fund up to €200,000, which is a stark contrast to the limits set by others, whose funding may peak at €5K, €10K, €20K or maybe stretching out to €50K.
Although we’re based in Belgium, we have full reach across the EU, plus the EEA countries and even Switzerland.
And on top of this, we don’t require a minimum commitment, so the customer can choose when to use Terms.Tech.
What advice would you give to an aspiring account manager?
To those starting out managing accounts, it’s crucial to learn how to accept ‘NO’ gracefully. Rejection is a normal part of the process, and you should not stress too much over it. Brush it off and move on. Persistence is key, but it’s also important to know when to draw the line. There’s a moment where you have to say this one stops – enough is enough. Be persistent but within reason. But definitely don’t give up after two calls or one ignored email!
Our job is to open doors, secure meetings, and present our value proposition. This often means working outside the typical 9-to-5 schedule to accommodate potential clients. Be prepared for the grind, avoid technical jargon, and always aim to clearly communicate your message.
And, just for fun, what have you been listening to, watching, and reading lately?
On a lighter note, my recent favourites include the humorous ‘I hope this email finds you never’ for a good laugh, alongside insightful reads like Lee Salz’s ‘Sell Different’ and ‘Sales Differentiation’. As an account manager I just can’t resist! Lounge music helps me focus, while I stay informed through WSJ and the Hardfork podcast from NYT.
For entertainment, I’ve been enjoying the ‘We are Sales‘ and ‘Nerdland‘ podcasts, the latter being exceptionally funny and in Dutch. Also, ‘The Brothers Sun’ has been an intriguing limited series that mixes Chinese and English, diving into the world of triads and contrasting brothers.
Start your BNPL journey with Terms.Tech
Are you a B2B merchant or B2B marketplace? Get in touch with me to join forces with Terms.Tech and get the top European B2B BNPL solution. I can’t wait to help your company succeed.