Account Manager

Job Locations AU-Sydney
ID
2020-6801

Introduction

EIU logo

 

As the research and analysis division of the Economist Group, The Economist Intelligence Unit (EIU) helps leaders prepare for opportunity, empowering them to act with confidence when making strategic decisions. The EIU is the global standard in providing quality, actionable intelligence to the public and private sector, assessing issues that impact the marketplace for over two hundred countries.

 

The EIU currently has an opportunity for an Account Manager in our Sydney office. This is a client-facing role with frequent travel to meet clients, acting as the primary conduit between the client, EIU editorial analysts and EIU support teams.

 

The Account Manager will strengthen existing client relationships by developing personal contacts, creating relationships between clients and other people in the EIU, and broadening the number of people in the client organisation that are exposed to the EIU. The improved client engagement that you deliver will lead to better retention rates, higher client investment and improved levels of customer satisfaction and loyalty.

Accountabilities

How you will contribute:

  • Meet face to face with existing strategic accounts across the region, maintaining relationships and connecting our capabilities with client needs to ensure services are relevant 
  • Negotiate renewal terms, implement annual price increases and sell additional subscription services to the client. 
  • Achieve business growth through up-sell and cross-sell opportunities with existing clients
  • Identify risk within assigned accounts and work with internal and external stakeholders to present solutions
  • Own overall relationship with assigned clients, manage customer success activities such as coordinating on boarding and training of existing clients across specified product portfolios
  • Provide accurate monthly, quarterly, yearly renewal forecasts/sales reports/pipeline to management
  • Communicate and share best practices with colleagues on commercial/sales matters
  • Use standard Economist Group reporting systems to ensure management is fully informed on all KPIs. This includes the use of salesforce.com, forecasting tools, and balance sheet/billing management/upkeep
  • Keep up with global trends on country and industry level as well as keep informed of competitor capabilities

Experience, skills and professional attributes

The ideal skills for this role are:

  • Extensive experience selling information and intelligence solutions to government, academic and private sector clients 
  • An undergraduate degree preferably in international affairs or economics or equivalent work experience
  • Consultative selling approach and understanding of business trends and geopolitical impacts on the business environment in Australia/New Zealand, across Asia and global affairs
  • Track record of exceeding retention and sales quota
  • The confidence to approach people at all levels of seniority and the ability to thrive upon expectation and exposure
  • Proficiency in English. Business-level fluency in other languages would be an advantage
  • Excellent interpersonal skills, relationship building skills and communication skills (written and verbal)
  • Willingness to travel and ability to organise trips effectively
  • Some work/attendance required outside normal business hours

Options

Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.
Share on your newsfeed