• Business Development Director - EMEA

    Job Locations United Kingdom-London
    ID
    2018-4878
    Function
    Sales/Business Development
  • Introduction

    EIU logo

     

    The Economist Intelligence Unit (EIU) is the global standard in providing strategic information to business leaders in understanding the issues of doing business in over two hundred countries. EIU’s expertise in country analysis, macroeconomic principles and forecasting methodologies has provided decision makers with critical information since 1946.

     

    We are seeking a motivated senior sales professional who is able to drive incremental sales in to existing EIU accounts and optimise performance across inside sales channels, working closely with the Chief Commercial Officer to execute strategic objectives. This is a team management role with an aim of helping build Inside sales capability within the EIU organisation to achieve our aggressive EMEA growth goals. You will manage the day-to-day operations and lead a team of executives by supporting, advising, and inspiring them to achieve career growth and success. You would also be responsible for managing performance of a Business Development Manager to help identify and sell to opportunities that exist within new areas of existing customers. 

    Accountabilities

    How you will contribute:

    • Manage business development manager and inside sales team and ensure that the team consistently meets or exceeds daily sales performance metrics.
    • Analyse all sales metrics and data, identifying key trends
    • Create qualified opportunity pipeline through extending existing relationships, matching client needs with EIU capabilities
    • Work closely with Research and consulting teams to ensure high-quality proposal and project implementation that exceeds promised deliverables
    • Work closely with editorial analyst team to engage sales opportunities with a strategic and consultative approach
    • Responsible for the development and implementation of new processes and procedures for improving sales efficiency and performance
    • Own the end-to-end process of tracking the sales process and conversion rates throughout the sales funnel.
    • Prepare regular sales reports, noting calls made per month, sales invoiced, pipeline, monthly, quarterly, and end year forecasts
    • Keep up to date with the EIU portfolio and the competitive marketplace
    • Exceed revenue targets and achieving monthly sales call quota within the territory
    • Expand the client base and broadening existing clients’ product profile
    • High quality management and servicing of existing accounts
    • Strong knowledge of EIU capabilities and macroeconomic principles
    • Maintain the high quality and professional image of The Economist Group in all communications and dealings with clients and prospects

    Experience, skills and professional attributes

    The ideal skills for this role are:

    • Solid experience with a proven track record of selling strategic research programs to C-Level and Director Levels within Financial Institutions
    • Solid experience in selling information &  intelligence solutions to corporations, governments and non-profits
    • Understanding of business trends, global affairs and macroeconomic principals
    • A proven track record in new business development and experience closing complex six figure deals
    • Ability to lead and motivate a team of sales professionals and driving numbers through them
    • An ability to thrive upon expectation and exposure 
    • Excellent technical and software skills (ie Word, PowerPoint, Excel, Salesforce, etc)
    • Willingness to travel
    • The ability to influence and communicate with colleagues in other offices, both nationally and globally
    • Excellent relationship building and communication skills along with strong written and verbal skills
    • Ideal candidate should be a strategic thinker and a goal driven sales leader

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