• Account Manager, Shanghai

    Job Locations China-Shanghai
    ID
    2018-5188
    Function
    Sales
  • Introduction

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    The Economist Corporate Network (ECN) 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 Shanghai team.

     

    The AM will be primarily responsible for managing and strengthening the relationship with members of the Economist Corporate Network in Shanghai 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 organizations; 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 organizational 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

    Accountabilities

    How you will contribute:

    • Develop and implement sales plan to maximize revenue from existing clients
    • Manage renewal process of existing ECN clients in Shanghai
    • Enhance our relationships with regional clients and manage the regional renewals process
    • Upsell existing clients by introducing new products and services
    • Meet or exceeding sales targets
    • Monitor service and promote service usage

    Experience, skills and professional attributes

    The ideal skills for this role are:

    • Business-to-business sales experience (min 4 years) where he/she has progressively achieved higher targets
    • 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 China (and 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 
    • A results-oriented, self-starter with the drive and determination to succeed
    • Independent and resourceful, but totally committed to being part of a small but dynamic regional team
    • An excellent communicator with a strong presence, good presentation skills and rapport with clients of various levels of seniority and possess strong written and spoken English skills
    • Able to meet deadlines and copes well under pressure
    • Confident to approach people at high levels of seniority
    • Able to thrive upon expectation and exposure

     

     

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