Account Manager

The Economist Intelligence Corporate Network (EICN) is the briefing and networking service of the Economist Group. Through our members-only C-suite forums we help international firms understand the political, economic and business environments of the high-growth markets where they operate. We work with them to assess risks, opportunities, trends and issues of importance and how to respond to them.

The service is delivered in many ways:

• Through a programme of meetings that create the opportunity to hear from Economist Group experts, from invited outside experts, and from peers within the network;
• Through private briefings delivered to clients at their management and strategy meetings;
• Through summary reports and data (covering key economies and business issues).

We are looking for an ambitious Account Manager (AM) to join our Singapore team.

The AM will be primarily responsible for managing and strengthening the relationship with members of the Economist Intelligence Corporate Network in Singapore and Kuala Lumpur to ensure that we enjoy a high degree of engagement with them and that they are satisfied with the service we provide. These accounts will primarily be Multinational companies (MNCs), but will also comprise other members such as those from local companies, embassies and government.

Working together with the Network Director, the AM will build relationships at the highest level (C-suite) in these organisations; make sure our relationship with the accounts is deep and broad; and ensure that we have a good grasp of key aspects or the clients business such as organisational structure, local and regional strategy; and marketing goals. Where appropriate, the AM will seek to upsell data, consultancy, research or marketing services to help clients reach these objectives.

The key metrics of success will be:

1. Membership renewal rates
2. Average revenues per member
3. Overall revenues from existing accounts

These goals will be achieved predominantly through effective account management and sales skills but will also involve marketing activities.

How you will contribute:

• Develop and implement sales plan to maximise revenue from existing clients
• Manage renewal process of existing EICN clients
• Upsell existing clients by introducing new products and services
• Expand existing relationships to new geographies
• Mine membership-base for referrals
• Meet or exceeding sales targets for non-membership revenue such as sponsorship or consultancy services
• Monitor service and promote service usage
• Ensure satisfaction of and deep relationships with existing clients
• Work with other business development managers across the group to maximise revenue

The ideal skills for this role are:

• Bachelor degree in economics/business (preferred but not required)
• Business-to-business sales experience progressively achieving higher targets, or clear evidence of ability to do so
• Proven track record of managing MNC accounts at the highest level
• Experience in selling sponsorship with demonstrated results
• A strong interest in and understanding of South-East Asia and of current business and economic issues
• Conversant in international business and knowledgeable of the information priorities of senior corporate executives and of the marketing priorities of their companies
• Strong written and spoken English and other relevant regional languages is a plus
• Results-oriented, self-starter with the drive and determination to succeed
• Excellent communication skills with a strong presence, good presentation skills and rapport with clients of various levels of seniority
• Independence and resourcefulness, yet totally committed to being part of a small but dynamic regional team
• Ability to meet deadlines and copes well under pressure
• Good awareness of economic and political issues affecting business investment and operations in the region 

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