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 Client Consultant plays a critical and unique role in the Key team. The objective of the role is to assist in the prioritisation and execution of strategies set by globally focused executives located in their territory from a named list of existing clients within the Global Fortune 500.
We have partnerships with some of the world’s largest corporations within the consumer goods spectrum, consultatively collaborating with them to achieve their strategic goals. Client Consultants are expected to engage directly with key stakeholders within client organisations to understand their commercial challenges and provide them with intelligent solutions from across the breadth of the Euromonitor product suite. The Client Consultant primarily wears three hats:
- An entrepreneur. As a self-driven and intellectually curious executive, they enjoy hearing challenges from senior executives, questioning to understand the big picture, and then building a solution that involves multiple products and capabilities. Resourcefulness, flexibility and innovation are key characteristics of interest. Being an entrepreneur also requires the ability to allocate internal resources, communicating effectively with internal and regional teams. There is a wealth of experience from which to draw knowledge and a dynamic environment within which to operate.
- A global strategist. Ability to understand and effectively converse about global and broad initiatives with the ability to designate the best short and long term partnership opportunities. Creating proactive plans to become a key influencer within client organizations.
- An experienced and self- driven sales professional. It is important to not only achieve, but take personal accountability to exceed sales targets, looking to establish new ways of entrenching Euromonitor’s services within existing relationships. The ability to close deals by building consensus internally and externally while continuing to drive urgency via tangible next steps is vital.
By understanding why clients use and need our information, the Client Consultant will be able to recommend the services best fit for their needs which may include engaging with our consulting team or expanding their current subscription. Client Consultants should also always be looking for revenue opportunities hidden behind client queries.
Revenues will come from:
- Custom research revenues - ensure all custom research capabilities are promoted to all clients.
- Significant revenue growth from syndicated upsell
- Annual price increases on like-for-like renewal
- Monetizing account management by charging for analyst support (extractions, presentations, claim letters, etc.) whenever possible.
The relationships you uncover and maintain can yield countless engagements which are further encouraged by a base salary and uncapped commissions. Key team philosophy is to become our clients’ strategic advisors, expanding clients’ understanding of international markets and to build mutually beneficial relationships within our existing client base.
Requirements
Client Consultant works closely with senior executives to identify strategic priorities, deconstruct internal processes, and assist in building unique solutions for an elite set of organizations. With the assigned accounts, you are expected to:
- Propose solutions include data and trend analysis from existing ad hoc capabilities as well as syndicated databases to address specific priorities
- Understand company organisation, strategy and priorities expanding and creating new relationships across the organisation
- Engage multiple business units and various functions of clients, including strategy, consumer insights, marketing, innovation, finance, etc. leveraging our entire suite of services
- Collaborate with colleagues from consulting business development team, research team and other offices, and
- develop product offering to meet the changing needs of our client base
- share key selling points with counterparts for targeted consulting research and upsell
- leverage research and industry expertise on updates, presentations, and queries
- Secure contract renewal and grow revenues for each client
- Encourage and welcome local support on global subscription initiatives
- Have strong ethos of learning through coaching and collaboration with Key members from other offices, sharing successes and supporting each salesperson as a global team
- Train users face-to-face or via online demos
Skills/Proficiencies required:
- An outstanding personal sales track record
- Proven exp