Account Manager - SPA, China
Mintel · Shanghai
Role Overview
As an Account Manager on our Strategic Partner Accounts (SPA) team, you play a pivotal role in driving the success of your clients and the commercial performance of your portfolio.
You will be responsible for providing proactive, high-touch, strategic engagement to a select group of global, enterprise accounts to ensure they renew, grow, and expand their partnership with Mintel. You own client adoption, value realization, stakeholder relationships, and client experience – the key factors that underpin long‑term retention.
In addition to driving value, you own a defined retention and growth target and are directly responsible for contract renewals and commercial outcomes across your portfolio, ensuring that value delivery translates into retained and growing revenue.
You will partner closely with Global Account Directors and Lead Client Partners, working in a highly collaborative, team-selling environment to deliver both client impact and revenue outcomes. In this role, you not only identify growth opportunities, but lead renewal conversations, shape commercial narratives, and close contracts, ensuring alignment between client value and commercial success.
Success Metrics
Your success is measured by:
- Achievement of target and portfolio retention (NDR)
- Client adoption and engagement
- Tangible value realization
- Strength of stakeholder relationships
- Lead passes for consulting
What You Will Be Doing
- Renewal Ownership & Commercial Accountability
- Own and deliver against a defined renewal and growth target across assigned accounts
- Build and execute renewal strategies grounded in demonstrated client value
- Maintain strong renewal forecasting discipline and pipeline visibility
- Negotiation & Commercial Execution
- Lead renewal and contract negotiations with client stakeholders, including procurement
- Develop and articulate compelling commercial narratives tied to ROI and business outcomes
- Handle objections confidently and position Mintel’s value effectively
- Close contracts to achieve high retention and expansion rates
- Identifying & Driving Growth Opportunities
- Identify consulting and expansion opportunities through deep discovery
- Partner with Account Directors and Lead Client Partners to convert opportunities into revenue
- Leverage client insights and signals to drive portfolio growth
- Success Planning & Value Delivery
- Own end-to-end Success Planning aligned to client objectives
- Map adoption and engagement strategies to deliver measurable business outcomes
- Ensure clients derive tangible ROI from Mintel, and shape ongoing value narratives
- Client Engagement & Adoption
- Design and execute proactive engagement plans that deliver against client objectives
- Deliver training and workshops that empower users with Mintel
- Build deep, multi-level relationships across global organizations
- Client Health & Risk Management
- Monitor usage, engagement, and health signals
- Identify and mitigate churn risk through structured action plans
- Maintain strong executive relationships and proactive communication
- Cross-Functional Leadership
- Partner across Insights, Client Success, Product, Consulting, and Operations teams
- Lead coordinated account strategies across regions and stakeholders
We Are Looking for People Who Are
- Client-obsessed: Passionate about our clients’ worlds and business challenges
- Commercially accountable: Proven ability or demonstrated readiness to own revenue targets, renewal performance, and contract outcomes
- Strategic & data-driven: Able to connect usage, insights, and ROI to business value
- Strong negotiator: Comfortable leading contract negotiations and procurement conversations
- Executive presence: Confident engaging senior stakeholders across global organizations
- Naturally curious: Strong discovery skills and ability to uncover deeper needs
- Humble: Confident, collaborative, and willing to leverage team expertise
- Self-directed: Takes ownership of both client success and commercial outcomes
- Great communicator: Able to adapt messaging across all levels of an organization
- Tech-savvy: Able to translate data and insights into compelling value narratives
Experience & Profile
- 5+ years of experience working with enterprise or global clients in complex, multi-stakeholder environments
- Strong understanding of value-based engagement and customer success principles
- Experience (or demonstrated capability) in:
- Contract renewals and commercial ownership
- Negotiation and objection handling
- Target accountability
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