Account Manager - Euromonitor

The Account Manager (AM) plays a critical and unique role at Euromonitor International. Their chief objective is to renew contracts with clients large and small while providing increased value year over year. The role requires working with globally-minded executives based in the US and Canada as well as colleagues worldwide while enjoying our entrepreneurial culture, commitment to work/life balance, generous vacation policy, and benefits. The most successful  AMs view themselves as peers of the senior leadership tier within their book of business – fearlessly engaging them on the value of the partnership and supporting their needs directly.

Working from a named list of existing clients within the F1000, Account Managers are expected to maintain and expand the spend of our current partnerships by further entrenching our data and analysis with current and new users. By understanding why clients use and need our information, the AM will be able to recommend the services best fit for their needs and, most critically, drive engagement up through senior leadership within their customer base.

The Account Manager primarily wears three hats:

• A connector. Euromonitor has several resources designed to serve our clients. AMs serve as a hub for inbound requests and directing them to the right resource. Expanding our user base is critical to understand our client’s responsibilities and goals. AMs teach clients how to best leverage our services and how purchasing our latest capabilities can expand that value. In addition to client interactions, there is also a need to collaborate across roles and regions. It is necessary to partner & execute on a broader strategy with others including your Client Consultant, global counterparts, syndicated research, and key client stakeholders.
• An evangelist. This individual needs to spread awareness of our products and services throughout the client base, obtaining as many users and fans as possible. We want Euromonitor’s services to be indispensable, making renewals and relationship expansion a logical next step. It takes creativity and good time management to come up with new and efficient ways to engage a large number of users and – most critically – understand what value this brings to the most senior levels of the organization by engaging with client leadership directly.
• A tough but fair negotiator. Existing clients can be demanding. As a result, the Account Manager needs to be prompt, professional, and direct in uncovering and answering client needs. The AM will be negotiating renewals for numerous contracts, which necessitates creating mutually beneficial agreements that ensure long term partnerships. Resourcefulness, flexibility, and innovation are key characteristics of interest. Renewals typically only become secure when senior leaders are bought in to our value proposition.

Our team philosophy is to become our client’s strategic advisors: expanding clients understanding of international markets and building mutually beneficial relationships within our existing client base.

Key responsibilities

•  Product Knowledge
• Understand and succinctly explain all of Euromonitor’s resources as well as consulting capabilities, identifying opportunities to expand our client partnerships

• Client Organization Understanding
• Building relationships, creating a deeper network inside client organizations with consistent and proactive dialogue with multiple decision makers
• Frequently challenge clients to constructively broaden their perspective
• Building relationships and value at the senior-most levels of all client organizations

• Sales Process
• Responsible for securing contract renewals and an annual upsell target.
• Expanding our contacts beyond existing sources, developing a tailored value proposition for various areas within an organization
• Presenting a benefit-led approach to engagement and basis for continued relationship building, including sales of new products
• Able to use polite persistence to engage difficult to reach senior executives, following through on long term projects as well as identifying multiple ways to assist/address obstacles in the process along the way
• Negotiation & support of closing syndicated proposals

• Intangibles
• Ability to efficiently perform in role, achieving targets while taking advantage of our work/life balance culture
• Willingness to learn from colleagues with global backgrounds and diverse experiences
• Identify gaps in personal development for future growth, willing to work with management to customize your future growth opportunities
• Effective internal coordination and collaboration with the ability to influence without reporting authority while building relationships across multiple internal team
• Managing time and priorities effectively

Requirements

• Excellence in current role, goal oriented and consistently at or over target
• 3yrs+ of sales experience, bachelors required
• Experience working with F500 companies preferred
• Comfort interacting with executives within various levels and functions
• Highly organized with excellent time management, managing numerous contacts including scheduling, follow up, and establishing frequent points of interaction.
• Strong communication, negotiation, and diplomacy skills
• Knowledge of consumer market trends and dynamics are preferable
• Ability to effectively collaborate with internal colleagues
• Willingness to travel (<15%)

Benefits

Why work for Euromonitor?

Our values

• We act with integrity
• We are curious about the world
• We are stronger together
• We seek to empower
• We find strength in diversity

International: not only do we have a very multinational workforce in each office but we are all dealing with our 16 offices worldwide on a daily basis. With 16 offices globally there are regular opportunities for international transfer.

Hardworking but sociable: our staff know how to work hard but also how to enjoy themselves! We pride ourselves on creating an appropriate work-life balance, with flexible hours and regular socialising including frequent after work meet ups, summer and Christmas parties and a whole range of sports and other groups to be involved with.

Committed to making a difference: We think that people are looking for something worthwhile in a company beyond the workplace. Our extensive Corporate Social Responsibility Programme gives each member of staff two volunteering days a year in addition to holidays. It sees us reaching out into the local community with our mentoring, group volunteering, and fundraising initiatives as well as supporting international charities through our website sales, matching staff sponsorship fundraising, and carbon offsetting all our flights, amongst many other activities.

Excellent benefits: we offer highly competitive salaries, healthcare insurance, food vouchers, saving fund, plus generous holiday allowances and in many offices a Core Hours policy allowing flexible start and finish times to each day.

Opportunities to grow: we offer extensive training and development opportunities at all levels. The vast majority of our managers and directors have been promoted from within and many have moved across departments as well as upwards. We pride ourselves on identifying and rewarding talent.

Equal Employment Opportunity Statement: Euromonitor International does not discriminate in employment on the basis of race, colour, religion, sex, national origin, political affiliation, sexual orientation, gender identity, marital status, disability and genetic information, age, membership in an employee organization, or other non-merit factor.

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