• Business Development Manager - Strategic Accounts

    Job Locations United Kingdom-London
    ID
    2018-5265
    Function
    Sales/Business Development
  • Introduction

    EIU logo

     

    As the research and analysis division of the Economist Group, The Economist Intelligence Unit (EIU) helps leaders prepare for opportunity, empowering them to act with confidence when making strategic decisions. The EIU is the global standard in providing quality, actionable intelligence to the public and private sector, assessing issues that impact the marketplace for over two hundred countries. Consistently rated one of the best for-profit think tanks for the quality and accuracy of our data and forecasting.

     

    The position is responsible for recapturing the key strategic accounts in target organisations. This often involves engaging multiple business units and various functions within including strategy, M&A, Research , Risk, finance, etc. This role is part of Client Services team and reports directly to the Director of Business Development - Strategic Accounts. 

    Accountabilities

    How will you contribute?

    • You will be expert at identifying and generating a range of Sales opportunities, adept at demonstrating and presenting solutions while identifying and articulating our added value to organisations we aim to capture. 
    • Be an experienced self-starter: It is important to not only achieve, but to exceed sales targets, looking to establish new openings to recapture former clients. The ability to close deals while continuing to drive urgency via tangible next steps is vital
    • Meet monthly and quarterly KPIs
    • Build relationships, creating a deeper network inside targeted accounts with consistent and proactive dialogue with multiple decision makers
    • Be a trusted advisor able to challenge the status quo and provoke changes, having a strong understanding of global affairs and economic developments and what they mean for the targeted organisation
    • Map, network, and penetrate accounts organisational structure
    • Develop and sustain an aggressive personal pipeline of new opportunities on each accounts & drive the pursuit process through to conclusion
    • Manage the whole sales cycle from prospecting through to closing the deal
    • Accurately record all business development activity (meetings, calls, demos and opportunities) in our CRM system to evidence performance and ROI

    Experience, skills and professional attributes

    The ideal skills for this role are

    • Proven track record of selling strategic intelligence to senior executives within Corporations, Governments and financial services institutions
    • An understanding of business trends, government affairs, public policy topics and economic principles
    • Extensive business development acumen gained in a highly competitive, B2B environment
    • Commercial agility and acuity for effectively articulating the EIU value proposition and diagnosing the targeting accounts business needs
    • Excellent oral and written communication skills with proficiency in Excel, PowerPoint and Salesforce
    • High degree of personal drive and grit as well as strong motivation to succeed
    • Outstanding relationship building skills, can quickly build rapport and deliver compelling, persuasive arguments to an executive-level audience. A goal driven strategic thinker and persistent cold caller
    • Strong knowledge of SPIN, Miller Heiman or another sales methodology along with evidence of using it in practice to drive opportunities through to revenue 

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