Brief overview of the role
The purpose of this role is to maximise electronic distribution revenues by licensing Euromonitor content through third party clients and to also target government and trade organisations with Euromonitor’s syndicated content and consulting services. This role will report into the Head of Content Licensing based in London-UK as well as the TGA (Trade, Government, and Associations) manager.
Responsibilities:
- Grow revenues through the acquisition of new clients
- For licensing it’s new clients paying a guaranteed royalty fee
- For Government, Trade and Associations within the given client base and territory
- We seek client relationships where Passport (our product) is regarded as a must-have strategic tool (therefore ensuring renewal).
- Renew and upsell existing licensing clients by building strong relationships and becoming a trusted partner.
- Support and grow our network of 3rd party hosts and TGA contacts for Euromonitor content.
- Collaborate internally with direct sales teams in closing licensing opportunities within Euromonitor’s sales territories.
- Identify and research a strong list of target organisations for sales outreach
- Develop an understanding of the full suite of Euromonitor’s content to be able to successfully position this to your target organisations
- Build a network of senior level contacts across target organisations
- Develop a complete understanding of each customer’s requirements and business to dynamically adapt our content offering to build customised and compelling content licensing proposals
- Attend trade fairs, exhibitions and industry events
- Manage the full sales process from lead generation to negotiation of content, pricing and contracts
Requirements
- Be adaptable. A creative and consultative approach is necessary in order to bring together commercial, technical and strategic elements for successful ongoing partnerships. You will be working across a number of different types of clients and will need to adapt your style and your pitch to each.
- Be organised. Managing a hybrid territory including both renewals and new business will mean you will need to be able to quickly prioritise and organise your daily activities and opportunities.
- Have good listening, communication and storytelling skills. You will need to be able to ask the right questions to fully understand the client’s needs and then be able to quickly discern solutions from our array of products and communicate those solutions back to the client.
- Quickly build rapport with prospects and clients to earn their trust.
- Have an entrepreneurial spirit. As with most sales roles, you will own your own territory should manage that territory as your own business.
- Familiarity with market research is valuable but not required.
- Minimum language requirements are working proficiency in English; Japanese would be an advantage but not essential.
- Right to work in Hong Kong
Performance measures:
- Revenues generated from licensing and TGA organisations
- Renewal rates
- Quality and quantity of leads generated
- Pipeline build and management
- Quality and quantity of distributors
- Proposals issued