Account Manager

The Account Manager – Consumer Goods (AM) plays a critical and unique role at Euromonitor International. Their chief objective is to renew our largest contracts while providing increased value year over year to our clients while working with globally minded executives based in the US and Canada – while enjoying our entrepreneurial culture, commitment to work/life balance and generous vacation policy, and benefits like free health insurance.

Working from a named list of existing clients within the F1000, Account Managers are expected to expand the value 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. Euromonitor has launched several new products over the last year and the AM will take a lead role in selling those capabilities.

The Account Manager – Consumer Goods 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 them 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 company, 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 will take some creativity and good time management to come up with new and efficient ways to engage a large number of users within each client.
• 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 urgent client needs. The AM will be negotiating renewals for our largest contracts. The AM will need to create mutually beneficial agreements that ensure long term partnerships. Resourcefulness, flexibility, and innovation are key characteristics of interest.

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 databases 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

• 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

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 numerou