Account Manager

4 days ago

Sydney, Australia The Economist Group LTD Full time

Introduction:
As the research and analysis division of the Economist Group, Economist Intelligence 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 Client Services 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 Client Services 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:
**In the role you will be expected to**:

- Meet face to face with existing strategic accounts across the territory, 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 connect 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, and work with the Customer Success team to manage 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
- Keep up with global trends on country and industry level
- Keep informed of competitor capabilities

Experience, skills and professional attributes:
**To succeed in the role you must have**:

- Relevant years of experience
- An undergraduate degree preferably in international affairs or economics or equivalent work experience
- Understanding of business trends in Australia/New Zealand, across Asia and global affairs
- Experience in selling information and intelligence solutions to government, academic and private sector clients
- Consultative selling approach and understanding of geopolitical impacts on the business environment in Australia and abroad
- The confidence to approach people at all levels of seniority
- 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)
- History of exceeding retention and sales quotas
- Willingness to travel and ability to organise trips effectively
- Some work/attendance required outside normal business hours

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