Account Manager, Customer Engagement Aka Sales

The Customer Engagement (aka Sales) team at Frost & Sullivan plays a critical role in driving the organization’s global growth and client engagement. As the front line of client interaction, the team is responsible for understanding the unique challenges faced by businesses across industries and connecting them with the firm’s transformative research, consulting, and growth advisory solutions. The department works closely with business leaders, C-suite executives, and key decision-makers to deliver value through strategic insights and innovative growth opportunities.

Customer Engagement professionals at Frost & Sullivan are more than just revenue generators; they are trusted advisors who help clients navigate market disruptions, seize emerging opportunities, and stay ahead of the curve. The department operates through a consultative sales approach, leveraging deep sector expertise and a keen understanding of evolving industry dynamics to build long-term relationships with clients.

With a presence across major global markets, the Sales Department collaborates closely with advisory, Growth Opportunity Analytics (GOA), Consulting, and Customer Experience (aka marketing) teams to ensure seamless service delivery and sustained impact. The department is also deeply aligned with Frost & Sullivan’s mission to help clients achieve their growth objectives while contributing to a smarter, more sustainable world.

**About the Role**

Account Manager - A successful AM will contact potential new clients, examine industry specific needs within a specified geographic region & introduce them to Frost & Sullivan services & capabilities. Generate Frost & Sullivan Growth Partnership as a Service revenues primarily through new account development. An AM will start to develop the ability to prioritise and target specific accounts, develop clear account plans, and implement them. A successful AE will leverage our Growth Pipeline Dialog Process to bring the right people to their follow on calls.

**Responsibilities**
- **Commercial & Customer Skills**
- Understand and effectively navigate the customer journey and sales cycle.
- Build and manage client relationships while developing strategic account plans.
- Drive prospecting and new business development initiatives to grow the client base.
- Execute individual account mapping and planning for deeper client engagement.
- Manage territories and prioritize accounts based on opportunity and impact.
- **Social Media Skills**
- Leverage platforms such as LinkedIn and Innovation Nation to improve outreach and visibility with prospects and clients.
- **Service Proposition & Domain Knowledge**
- Maintain up-to-date understanding of Frost & Sullivan’s service offerings, including GPAAS, GPD, B&D, Tech Vision, Mega Trends, Frost Radar, and GIL Councils.
- Effectively position and communicate the value of advisory services such as Growth Consulting, Growth Advisory (GA), Client Advisory (CA), and GSI.
- Develop strong knowledge of clients’ industries, technologies, and markets to tailor engagement strategies.
- Direct and/or indirect experience in the chemicals industry, the former being employed in the chemicals industry, and latter for selling into the chemicals industry.
- **Communication Skills**
- Demonstrate excellent verbal and written communication skills, including the ability to conduct discovery conversations, actively listen, tell compelling stories, handle objections, deliver impactful presentations, write persuasive proposals, and influence client decision-making.
- **CRM & Forecasting**
- Adherence to Key Performance Indicators
- Systematic and Accurate Management of Opportunities ; and accurate note creation in CRM through sales cycle
- Campaign management
- **Performance awareness & Analytics**
- Awareness and use of key personal KPI's and metrics via Analytics Dashboard
- Lead review and follow-up
- Data analytics and Pivots

**Required Competencies**
- A relevant university degree (BA, BS) in Chemicals, Chemical Engineering, Business, Marketing, or related fields.
- 18-24 months experience in or related to the Chemicals sector.
- Proven experience in consultative sales, client engagement, or business development roles in the chemical and its related industry.
- Familiarity with CRM tools and data analytics platforms.
- Strong knowledge of industry dynamics and client decision-making processes.
- Exhibit strong verbal and written communication skills tailored to a professional business environment.
- Utilize discovery questioning, active listening, storytelling, and objection handling techniques during client interactions.
- Are Well-organized and detail-oriented
- Take ownership to work independently with remote supervision
- Can multi-task and meet tight deadlines
- Are disciplined and adhere to high-quality standards
- Is a strategic thinker; understands how operational activities are vital in supporting the overall strategy of the business

**What will make you succee