Consulting Principal

Euromonitor International - making sense of global markets.

Euromonitor International is the world leader in strategic business research and analysis. Constantly innovating - where we go, others follow - we have 16 offices globally with 1,200 staff and a further 900 research associates in over 100 countries around the world. We have come a long way from our beginnings in 1972 and our products include our award-winning Passport database, consumer and industrial market reports, detailed city surveys, consumer surveys and Via, our proprietary web scraping capabilities. We also have a flourishing Consulting division. Our reports, analysis and forecasts are considered essential reading by business leaders for their cutting edge content, design and usability. Euromonitor's clients include the world's major multinationals, banks, consultancies, libraries and business schools.

The Role

Euromonitor is committed to developing deeper partnerships with our clients. The Consulting Principal role is one designed with this goal in mind. Principals focus on embedding our organisation and services into our core accounts by making it easy for them to work with us globally, ensuring consistency in engagement, leading, and supporting our sales and research teams to deliver a premium service and ultimately building credibility and trust as a consulting partner.

The Consulting Principal will not only be responsible for all custom commercial and research activities associated with his or her core set of accounts at the global level, but they will also be expected to assist our consulting leadership team in shaping the evolution of our Principal models by:

• Developing and consolidating best practices for commercial client engagement and project delivery across our clients within a core set of accounts, along with Global Accounts Directors, Principals, Sales, Research and Consulting leadership,
• Build and champion a marketing toolkit which we can deploy across other key accounts (e.g. newsletter, webinars, workshops, global quarterly updates, etc.) in conjunction with the account teams.
• Bringing together Research, Tech, Consulting and Sales, by documenting frameworks/processes to effectively leverage our sales, technology, research and consulting teams to deliver high value premium solutions.

• Helping secure long-term and high value projects by supporting the development of strategic pitches, solutions and deliverables and facilitating quarterly share-outs to highlight successful experiences
• Supporting our regional sales and consulting teams by helping them unlock large regional local accounts and/or opportunities.

Each Principal will be assigned 3-5 core accounts. The role is meant to blend business development and research functions for these accounts. The role will be a senior level (equivalent to Business Development Manager/Head of Consulting) and she/he will work closely with her/his client partners to drive proactive partnership, design smart solutions and guide service and deliverables that are worthy of preferred provider status.

This role will allow for more proactive behaviour, client-tailored outputs, a clearer global message (per account) and a more consistent (and simple) message. The goal is to move away from a project-to-project mentality and towards sustained global partnerships.

Reporting to the Regional Director, Consulting Business Development, this role is meant to be aspirational, entrepreneurial, and far-reaching. We fully expect the best pieces of this role to migrate into our broader service levels across all offices. This role will require a great deal of communication with Global Account Directors, Syndicated Global Leads and Senior Consulting Leaders.

The goals for the Consulting Principal role includes:

• We want to be the partner of choice for senior executives, building and executing growth strategies for our most important clients.
• We want to ensure greater consistency from start to finish for our most important clients.
• We want to secure higher value projects and renewable revenues which require building partnerships with a select group of clients and maximizing our chances of winning new business.

ACTIVITIES

The role has been broken into five core activities:

• Proactive Client Strategy
• Local Business Development Activities; Global Account Support
• Project Support, Oversight and Leadership
• Business Development & Marketing
• Institutional Knowledge

The percent splits below are meant to be estimates:

• Proactive Client Strategy (~10%)
  • Partner with Account Director(s) and Account Managers to support 'divide and conquer' outreach strategies and improve internal strategy documents.
  • Access fresh methodologies, specialization materials, recent project examples and new syndicated products/data/analysis and apply these ideas during quarterly account strategy sessions.
  • Routinely support sales partners from a consulting and strategic point of view
  • Ensure that client strategy concepts and materials are routinely shared out with appropriate stakeholders across the wider global business.
  • The Principal should also have a working knowledge of Syndicated contracts and the ebb and flow between the different revenue streams.
• Local Business Development Activities; Global Account Support (~40%)
  • Pre-opportunity support for Account Director(s) in meetings to assist in uncovering opportunities and better understanding the organization and its objectives.
  • Preparation including preparing materials to facilitate needs assessment calls where applicable, needs assessment calls, solution alignment and revisions of proposals, establishing clear legal and finance processes for engagements (PO processes, MSAs)
  • Lead and coordinate the proposal writing process and participate in sell meetings with in-person proposal reviews for large or complex projects
  • Coordinate with Account Director(s) to engage with key client contacts to maintain important relationships
  • Follow through post-delivery to explore additional work areas of support with client
  • For all local (Chicago) based opportunities: write proposals and deliver on consulting BD process
  • For all other offices: support consulting BD activities on selected accounts to ensure consistency and alignment with global goals
  • Ensure global commercial consistency in our pricing and solution offering.
  • Project support, oversight and leadership (~20%)
• Project support, oversight and leadership (~20%)
• Work with Heads of Research to ensure the right resources and individuals are leveraged to deliver the best possible solution.
• Active engagement with project team through the life-cycle of projects from proposal to post-delivery including ideation, review of briefs/templates, kick-off and involvement in update meetings, deliverable reviews, mid-point check-ins, and, prior to delivery, rehearsals, and editorial review with appropriate post-delivery follow-up.
• Develop client specific QC processes, with participation from sales partners, to act as stronger guidelines and checklists for staff
• Routinely engage with local Research Management to ensure that work is done according to quality standards and within appropriate timelines.
• For large six-figure deals and other strategic projects, personally deliver portions (or all) of the final results to our clients, as needed. Large deliverables may require face-to-face participation.

• Business Development & Marketing (~20%)
  • Sales Materials & Training: Collaborate with consulting BD and sales to create client-specific proposal pages, sales collateral, and trainings to ensure that we have a strong and consistent approach to positioning our experience. Develop templated proposal pages that can be used for standardized solutions globally.
  • Run Consulting capabilities presentations including relevant case studies when possible/applicable.
  • Define our RTW (Passport + expertise + digital + appliances, etc.) and develop a growth roadmap for the account (what will we push to clients), including potential banner solutions.
  • Work with Account Director(s) to coordinate travel to accounts to engage with key decision makers. The goals of those meetings will be to:
    • More deeply understand client business needs from the inside-out and support the client in building a winning strategy. (These meetings should not be about specific project needs. Instead, they should focus on a client's strategy and vision, their pain-points and long-term needs.)
    • Build close relationship (Euromonitor Consulting should be an strategic partners, not a data/reports provider)
    • Participate on quarterly/biannual/annual client meetings at a senior decision-making level, VP and above, within relevant business/function. Regularly present proposals in person and attend (speak at) client functions.
• Building institutional knowledge and better people (~10%)
  • Work in partnership with the Account Director(s) to develop client specific) collateral to reflect partnership and secure renewable revenues. Documents should include those on: client strategy, client playbooks, customized proposal language and standardized deliverables that improve the cohesion and consistency of our services.
  • Lead trainings (Sales, CGBD, and Research) on best practices to ensure that each department has the appropriate level of commercial, methodological and client-specific knowledge to deliver quality. Some internal office travel may be required.
  • Be an advocate for the good work (and the people doing it) inside and outside of the organization.
  • Routinely engage with, mentor and train Senior Consultants and Team Leaders reporting to you on given projects, working to assess and develop the skills required to deliver high-quality service to your core set of accounts.
  • Join recruitment activities
  • Contribute to mixed methodology specializations and work with "product owners" to help guide the strategy of those focus areas. Over time, the Principal should be known inside and outside the organization. Write white papers get external exposure and visibility to reinforce their voice and expertise. Attend/Participate/Present at leading events in the industry.

Requirements

• Minimum 8 years consultative selling experience or consulting experience, preferably in the CPG space
• Proven B2B sales experience
• Proven research or consulting experience, preferably in the CPG space
• Detailed understanding of qualitative and quantitative research methods
• Demonstrated ability to foster collaboration and trust within and between functions, particularly with syndicated research, consulting business development and sales.
• Proven and respected effectiveness in training and coaching research personnel at all levels.
• Proven and respected effectiveness in training and coaching personnel at all levels.
• Previous management experience strongly preferred.
• An analytical thinker and commercially astute leader.
• A credible enthusiast with a relentlessly positive attitude and effective leadership style.
• A trusted, approachable 'go-to' and respected team player throughout the company.
• Good time management and ability to prioritise
• An excellent communicator; with excellent listening skills, patience, and open to a diversity of ideas, perspectives and differences in approach and cultural styles.
• Excellent oral and written communication skills
• Excellent presentation skills
• High level of numeracy
• Organisational ability
• Excellent computer literacy

Benefits

Why work for Euromonitor?

Our values

We act with integrity

We are curious about the world

We are stronger together

We seek to empower

We find strength in diversity

International: not only do we have a very multinational workforce in each office but we are all dealing with our 15 offices worldwide on a daily basis. With 15 offices globally there are regular opportunities for international transfer.

Hardworking but sociable: our staff know how to work hard but also how to enjoy themselves! We pride ourselves on creating an appropriate work-life balance, with flexible hours and regular socialising including frequent after work meet ups, summer and Christmas parties and a whole range of sports and other groups to be involved with.

Committed to making a difference: We think that people are looking for something worthwhile in a company beyond the workplace. Our extensive Corporate Social Responsibility Programme gives each member of staff two volunteering days a year in addition to holidays. It sees us reaching out into the local community with our mentoring, group volunteering, and fundraising initiatives as well as supporting international charities through our website sales, matching staff sponsorship fundraising, and carbon offsetting all our flights, amongst many other activities.

Excellent benefits: we offer highly competitive salaries, enhanced healthcare and pensions, plus generous holiday allowances and in many offices a Core Hours policy allowing flexible start and finish times to each day.

Opportunities to grow: we offer extensive training and development opportunities at all levels. The vast majority of our managers and directors have been promoted from within and many have moved across departments as well as upwards. We pride ourselves on identifying and rewarding talent.

Equal Employment Opportunity Statement: Euromonitor International does not discriminate in employment on the basis of race, color, religion, sex, national origin, political affiliation, sexual orientation, gender identity, marital status, disability and genetic information, age, membership in an employee organization, or other non-merit factor.

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