Euromoney Institutional Investor Global Account Manager, America in Burlington, Massachusetts
The Global Account Manager will be responsible for the organic growth of a portfolio of leading global accounts. The portfolio is made up of between 15-20 American headquartered global accounts across multiple market segments and commodities with a minimum individual spend of $100K+.
Reporting to the Sales Manager, Global Accounts – America, the successful candidate will work with multiple internal departments to drive sustainable double-digit growth through the execution of a multi-year account strategy for each account. This will involve determining core content requirements, identifying the internal use case of each content set and providing bespoke delivery options that will ensure wide adoption of services and key prices across each account.
The role will require mapping out each complex structures to understand the internal dynamics within each account. This will be accomplished through virtual as well as physical client visits in all relevant regions.
The Global Account Manager role will not be just measured around pure sales performance but also around other key performance indicators such as added-value engagements, product demos and client visits who are all equally important in strengthening the relationship with our largest and most prestigious clients.
Meeting monthly and annual sales targets
Weekly forecasting of the annual value of the BoB and its expected growth
Weekly sales reporting covering sales, cancellations as well as update on competitors and market trends
Effective use of CRM (salesforce) in line with internal process
Ensuring all opportunities are updated in a timely manner within CRM
Ensuring all account plans within allocated portfolio are created and subsequently updated every six months
Regular client meetings (virtual and physical) with multiple external stakeholders to ensure services are being adopted across each account
Supporting the adoption of key prices across relevant markets by working with the relevant editorial teams to deliver added-value engagements to key price takers and givers
Detailed understanding of the key commodity prices and data sets used by each client
Anticipating and reporting on key competitive threats
Proficient in demonstrating current suite of services
Regular client feedback with product team to support future product development
Commercial collaboration within as well as outside of the Global Account team
Editorial and Research
Compliance and Legal
Knowledge, Skills and Experience
The Global Account manager will come with a strong track-record of successfully growing a multi-million portfolio of either strategic or enterprise accounts over a period of time. A strong understanding of data workflow and how to optimise content delivery through APIs and other centralised data delivery channels is required as this role involves complex solution sales. Excellent communications skills are required, as this job entails face-to-face meetings, high level presentations and demonstrations of our services to key stakeholders across multiple regions. Regular travel will be required to nurture existing relationships but also to identify and drive usage of services and prices across new business units within the portfolio.
Experienced in high value Strategic or enterprise sales
Experience growing a multi-million $ book of business
Experience in selling subscriptions services and solutions
Demonstrable track record of signing multi-year enterprise agreements
Demonstrable track record of achieving or overachieving sales targets
Strong track-record of using CRM and data to improve sales performance
Strong analytical skills
Good to have
Commodity market experience
Data licencing experience
ID: Oct 2021-12457
Targeted Job Start Date: 02/01/2022
External Company Name: Euromoney Institutional Investor PLC
External Company URL: www.euromoneyplc.com
Address Line 1: 1 Van de Graaf Drive