Brief Overview of the Role:
Euromonitor International has an established client base in Japan across different industries. The Corporate Sales team is split into 3 key areas, New Business, Growth, and Key Accounts. The Account Manager (AM) plays a critical and unique role at Growth and/or Key accounts. Managing a territory of existing clients in the consumer products industry space, AMs are personally responsible for securing renewals, growing revenues and embedding Passport (product) and Euromonitor.
We seek client relationships where Passport is regarded as a must-have strategic tool (therefore ensuring renewal) and we should be increasing revenues from a growing base of contacts and a better understanding of client organization, strategy and priorities. AMs 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 which may include expanding their current subscription or engaging with our consulting team. AMs should also always be looking for revenue opportunities hidden behind client queries.
Revenues will come from:
- Annual price increases on like-for-like renewal.
- Significant revenue growth from syndicated upsell - AMs should be working the full Passport upsell agenda
- Monetizing account management by charging for analyst support (extractions, presentations, claim letters, etc.) whenever possible.
- Custom research revenues - ensure all custom research capabilities are promoted to all clients.
AMs must be confident, proactive and disciplined, and keen to work closely with clients/colleagues and drive the commercial agenda.
Account Manager will be mainly managing existing Passport subscribers of Japanese leading players in FMCG industries. With the assigned accounts, you are expected to:
- Secure contract renewal and grow revenues for each client
- Develop client relationships
- Understand company organization, strategy and priorities and
-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 face-to-face or via online demos
- 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 colleagues from research and other offices, and
-leverage research and industry expertise on queries, presentations, updates
-develop product offering to meet the changing needs of our client base
-share key selling points with counterparts for targeted upsell
Requirements
- Minimum Bachelor’s Degree, preferably in business studies
- At least 3 years of proven track record in achieving revenue goals with new business development and/or account management role, preferably (but not necessarily) in FMCG space
- Knowledge of consumer market trends and dynamics
- Ability to conduct successful negotiations with senior management
- Superb organisational skills with strong attention to detail
- Goal-oriented, target-driven and able to work under pressure to produce results
- Excellent presentation skills
- Excellent oral and written communication skills
- Language skills: Native Japanese and fluent in English (TOEIC865 or more)
- Market research, consulting, account management and/or industry analyst experience is a plus
