Client Engagement Executive

***Internal application deadline: January 26, 2024

A CEE’s focus should be to become a trusted advisor of their clients, developing an understanding of their clients’ business objectives and strategy so that they can propose intelligence solutions which help their clients achieve their goals. CEEs should use their knowledge of their clients’ strategy to advise on where and how Euromonitor can help, thereby move from being a mere supplier of data to creating long-lasting and successful relationships.

Each CEE manages a territory of approximately 35-40 newly won accounts and is personally responsible for securing first year and second year renewals, growing revenues and embedding Euromonitor as their market intelligence solution provider.

CEEs will need to balance proactive revenue generating activities with client support. Time spent on the latter should be minimised as far as possible, in part by leveraging technical support and industry research teams (who can answer client questions directly), although CEEs should always be looking for revenue opportunities hidden behind client queries.

Revenues will come from:

·       Annual price increases on like-for-like on contract renewals.

·       Revenue growth from syndicated upsell – CEEs should be working the full Euromonitor upsell agenda, Passport and any other syndicated product that Euromonitor may offer, to deliver significant revenue growth

·       Monetising account management by charging for analyst support (extractions, presentations, claim letters etc) whenever possible.

·       Custom research and consulting revenues

 

This is a proactive, commercially driven role where success is ultimately measured in revenue growth. CEEs must be confident and self-motivated, and keen to work closely with clients and drive the commercial agenda.

Key responsibilities

·       Secure contract renewal and grow revenues for each client.

·       Develop client relationships:

• understand company organisation, strategy and priorities, through extensive mapping and strategic planning, grow network of users, grow usage, successfully convey benefits of Passport and Euromonitor’s methodology, establish Passport as must-have, develop partnership style relationship.
• Train users in-person and/or via online demonstrations.
• Provide expert research support to all clients, through detailed understanding of Euromonitor’s product portfolio and research methodology.
• Encourage information sharing to improve quality of data in Passport.

- Collaborate with industry teams:

• develop product offering to meet the changing needs of our client base
• leverage research and industry expertise into the client base

 

Performance Measures:

 

·       Client retention – measured against 70% on Year 1 renewal accounts, and 80% on Year 2 renewal accounts.

·       Incremental revenue / upsell – against monthly and annual targets.

·       Completeness of client maps / org charts, knowledge of clients’ businesses.

·       Upsell strategy for all clients and clear plan to execute said strategies.

·       Number of new users registered on Passport.

·       Number of Passport demos (where part of cross sell / Passport upsell agenda).

·       Number of live upsell opportunities in pipeline, proposals submitted.

 

Requirements

·       You will be a highly self-motivated professional with a proven track record managing client relationship and delivering incremental revenue in the B2B arena.

·       Networking and communication skills to uncover new opportunities and deepen client relationships.

·       Tenacity, drive, commercial awareness and persuasiveness to close deals.

·       Target oriented – ability to meet monthly and annual sales targets.

·       Ability to manage workload across all clients, balancing proactive commercial activities with reactive client support

·       Excellent communication and presentation skills.

·       Knowledge of consumer markets trends and dynamics preferable

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 kno