Business Development Consultant - (Customised Research)
You will be a highly self-motivated individual with a proven track record of consultative selling (excellent questioning and listening skills are vital) in the business-to-business arena, combined with a good understanding of qualitative and quantitative research methodologies and their business applications. You will be comfortable dealing with senior management in customer organisations and have the commercial awareness and persuasiveness to design research solutions and sell their benefits matched to clientsâ€™ information needs and strategic goals. Sales are confirmed through detailed tailor-made business proposals which summarise the clientâ€™s objectives, information needs and research solution so business writing skills are vital.
Key Responsibilities: Understand the full range of our Consulting research capability and be able to describe that range â€“ by generic research type, by past project examples and by end applications to different types of client and business situation To address incoming opportunities from sales and account managers, and further develop and shape those consulting opportunities through follow-up calls and meetings. To work well with sales staff to develop new business opportunities To effect pre-offer selling of our Consulting services and post-offer selling of our proposed Consulting solutions To sell our research process and solutions and build value behind our work (not simply sell end-deliverable content) To help manage the sales cycle for new leads and proposals and ensure that all enquiries and proposals are handled as quickly and effectively as possible. To prepare value-adding customer centric proposals; and manage their delivery and active follow up To negotiate terms and close Consulting deals in association with relevant senior colleagues as appropriate To understand Euromonitorâ€™s competitors and how to present us as different and/or superior to them To help clients with research and/or technical support, as required Proactive efforts: To work with sales staff and account managers to maximise revenue opportunities from our existing client base and raise client awareness of consulting services, and do these on a consistent basis To help maintain all directories and systems for new business development Requirements Understanding of business information research and consulting techniques and their appropriateness to meeting different client objectives and needs.
Ability to quickly assess what a clientâ€™s objective might be and immediately begin to outline our approach and potential offering Must be commercially savvy and have the ability (and experience) to close business with high level strategic-minded clients Previous sales experience (previous research experience a plus) Ability to develop and write strong proposals which clearly reflect client objectives and outline appropriate research content (deliverables) and solutions (methodology). Eagerness to contribute towards deve....