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Account Manager/Business Development Manager
Entertainment & Media Industry Company
Beijing, , China
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Introduction:
As the research and analysis division of the Company, The Company Intelligence Unit (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 Company Corporate Network (ECN) is the briefing and networking service of the Company. 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 Company 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).
Currently, we are seeking an ambitious Account and Business Development Manager to join our Beijing network.
The role will be responsible for identifying prospects and selling memberships to the Beijing network to new clients. The role will also be responsible for managing and strengthening the relationship with members of the Company Corporate Network in Beijing 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
4. Number of new memberships closed
These goals will be achieved predominantly through effective account management and sales skills but will also involve marketing activities
Accountabilities:
In the role you would be expected to:
• Meet and exceed revenue, sales-quantity and sales meeting targets in the region
• Support the Regional Sales Director with sales development and account management
• Develop and demonstrate an understanding of businesses involved in emerging markets in the region
• Develop a robust pipeline of leads
• Ensure efficient and timely conversion of leads to sales
• Build and broaden relationships with existing clients and ensuring client satisfaction
• Ensure the right level and number of participants attend member events
• Support the running of events
• Conduct telephone and face-to-face selling to international clients
• Act as a trustworthy and reliable Company brand ambassador
Performance measures:
• Meeting and exceeding new business targets
• Meeting agreed sales action -plans (e.g. prospecting, number of sales meetings per month, sales follow-up etc.)
• Generating robust client/account information that the editorial team can rely upon
• High level of account renewals
• Sharing information and forging open, trustworthy relationships across the Group
• Respect of The Company sales terms, conditions and ethics (negotiation and price, material delivery, invoicing accuracy)
Experience, skills and professional attributes:
To succeed in the role you must have:
• University degree or equivalent
• Experience in a a face-to-face sales/ new business development role
• Experience in emerging markets (highly desirable)
• Business intelligence, data or consultancy-type background (desirable)
• Understanding of key business issues in China
• Understanding of strategic business objectives of MNCs operating in the region (both indigenous and international)
• A sense for business trends in the region
• Good understanding of macroeconomic data, politics and business intelligence data
• MS Office, Company website
• Business level English required, Mandarin an advantage
You will be able to demonstrate:
• High level of interest in the region’s economies
• Developed interest in current affairs