Account Manager Government, North America

Job Locations United States-DC-Washington
ID
2021-7666

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 a Government Client Service Manager, in our Washington, DC 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.

 

This Client Service Manager will strengthen existing government client relationships by developing personal contacts, creating relationships between clients and other people in the EIU, and broadening the number of people in client organisation that are aware and have knowledge of 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 with existing strategic accounts across the region, maintaining relationships to ensure services are relevant to their business needs
  • Be responsible for negotiating renewal terms, implementing annual price increases and selling additional subscription services to the client. 
  • Be able to demonstrate EIU services and link our capabilities with client needs
  • 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 renewal forecasts/reports to management
  • Prepare timely sales reports, sales invoiced, pipeline, monthly, quarterly, and end year forecasts
  • 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 levela as well as keeping informed of competitor capabilities

Experience, skills and professional attributes

The ideal skills for this role are:

  • A minimum of three years relevant experience
  • An undergraduate degree preferably in international affairs or economics or equivalent work experience
  • Understanding of business trends in the US and Canadian government market and global affairs
  • Experience in selling information and intelligence solutions to North American government accounts
  • Desired experience with United States and Canadian Government contract vehicles, procurement processes & procedures and regulations
  • Strong analytical and account tracking skills
  • Consultative selling approach and understanding of geopolitical impacts on the business environment in United States, Canada  and abroad
  • The confidence to approach people at all levels of seniority
  • The ability to thrive upon expectation and exposure excellent interpersonal skills, relationship building skills and communication skills (written and verbal) along with a history of exceeding retention rates and sales quotas

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