Business Development Account Manager

Euromonitor International is seeking a commercially minded, solution-oriented professional to join the São Paulo sales team as a Business Development Account Manager. This role combines new business development, account growth and client retention across corporate, government and academic segments.

The position is best suited to someone who can translate market intelligence into commercially relevant narratives, engage senior decision makers, and manage a disciplined sales process from prospecting and discovery through proposal, negotiation, onboarding, renewal and expansion.

The role is based in the São Paulo office, with a hybrid working model and occasional travel to meet clients in Brazil.

Role Snapshot:

Primary focus: Build new pipeline, retain named accounts, identify upsell opportunities and grow client engagement with Euromonitor solutions.

Client base: Corporate, government and academic organisations, including both prospect accounts and existing subscribers.

Commercial approach: Consultative, insight-led and data-driven sales, with clear qualification, account planning and stakeholder mapping.

Core tools: CRM, Gong/revenue intelligence, AI-enabled workflows, usage insights, proposals, client presentations and internal solution resources.

Success measures: Sales target delivery, renewal discipline, pipeline creation, quality of account plans, client engagement, CRM hygiene and collaboration with internal teams.

Key responsibilities

Territory and pipeline development

• Evaluate territory potential, identify priority accounts and build targeted prospect lists by industry, segment and buying centre.

• Create and execute a structured sales plan to reach personal targets, including activity cadence, campaign follow-up, referral paths and executive outreach.

• Use market news, client signals, account history and usage data to define relevant reasons to engage rather than relying on generic outreach.

Consultative selling and client discovery

• Lead discovery conversations with decision makers and influencers to understand business questions, strategic priorities, data needs and budget context.

• Position Euromonitor solutions clearly, including Passport, VIA, syndicated data, expert presentations, claims support and customised consulting projects.

• Build tailored value narratives for different segments such as academia, government, industry associations, consumer goods, retail, packaging, ingredients and B2B services.

Account management, retention and expansion

• Own a portfolio of named accounts and manage the commercial relationship across onboarding, usage development, support, renewal, negotiation and expansion.

• Develop account plans for top priority accounts, mapping sponsors, users, legal/procurement stakeholders, senior decision makers and expansion paths.

• Review usage, client objectives and contract scope before renewal discussions, and propose value-added solutions or multi-year structures when appropriate.

Client enablement and product adoption

• Coordinate and deliver client trainings, platform walkthroughs and follow-up sessions to ensure users understand how to extract value from Euromonitor data.

• Support clients with practical questions on categories, definitions, geographies, metrics and data extraction, escalating internally when specialist input is needed.

• Organise expert-led presentations and strategic sessions that connect Euromonitor insights to the client’s specific business context.

Commercial operations and internal discipline

• Maintain accurate and timely updates in CRM, Gong/revenue intelligence and relevant AI tools, including opportunities, next steps, stakeholders, activity history and forecast context.

• Follow internal sales guidelines for renewals, access extensions, approvals and contract-closing processes.

• Prepare proposals, business cases and internal updates with clear assumptions, client context, commercial rationale and next-step ownership.

Collaboration and thought leadership

• Work closely with research, consulting, solution management, client consultants, marketing and regional leadership to shape relevant proposals and client engagement plans.

• Leverage case studies, events, client connects and campaign content to create new commercial conversations and strengthen existing relationships.

• Stay current on Euromonitor product developments, global research, consulting capabilities, industry news and competitive dynamics across the assigned territory.