We seek client relationships where Passport is regarded as a must-have strategic tool (therefore ensuring renewal), we want clients to share information with us to help strengthen Passport (we call this ‘Virtuous Circle’) and we should be identifying and closing new Syndicated and Consulting revenue opportunities from a growing base of contacts and a better understanding of client organisations, strategies and priorities.
To achieve all this, the TL must have a proactive, hands-on, working relationship with each member of the team member, helping assess individual client relationships, exploring ways to develop relationships further and making it happen.
Success will come from:
- Achieving annual price increases, generating multi-year renewals, expanding user base and account size, uncovering new target groups, locating consulting revenues and building that revenue stream in larger as well as repeatable engagements.
- Achievement of personal sales success; the Territory model is about leveraging the TL’s experience to improve already strong people, however there is a need for significant activity, pipeline, proposals and wins to come independently from the TL.
- Assisting in, and ensuring completion of, planning for renewal and upsell through quarterly planning sessions designed to allow the Territory Team;
- Identify how revenue targets will be achieved
- Work to a fully organised and structured method to adhere to the Renewal Calendar as a framework for renewal excellence
- Keeping a close eye on territory wide opportunity creation, development and optimisation through weekly individual sessions with members of the team
Requirements
- A strategic thinker with the ability to be a team player who can prioritize and react to demands and priorities, putting items into perspective and thinking ahead
- Excellent record of performance against target (individual / team)
- Outstanding ability to manage complex sales cycles and the whole sales process
- Excellent people skills with strong collaboration instincts
- A highly target-driven approach to work
- Strong understanding of Euromonitor’s research methodology and product offering
- Strong communication, presentation and diplomacy skills