Americas
Business Development Manager–Custom Research
Location: New York
Summary purpose of job
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.
The role of the Business Development Manager is to sell customized macroeconomic research programs encompassing risk, market entry and geo-political analysis to Corporations and Non-profits. The ideal candidate will be a polished sales person with excellent presentations skills, keen client insight, professional demeanor and strong consultative sales aptitude. The candidate will be experienced and comfortable selling to C-Suite and Director level executives. Working closely with editorial analyst team, the candidate will engage a sales opportunity with a strategic and consultative approach. The candidate will be expected to exceed personal revenue targets while helping the team achieve overall goals.
Key accountabilities
- New business development activities (cold calls, face to face meetings).
- Identify and present to potential new accounts within assigned territory.
- Work closely with Editorial to ensure high-quality proposal and project implementation that exceeds promised deliverables.
- Work with Commercial Director to develop, implement and adhere to personal business plan.
- Manage all sales related expenses within the agreed territory and ensure spend levels do not exceed budget levels.
- Prepare timely sales reports, noting calls made per month, sales invoiced, pipeline, monthly, quarterly, and end year forecasts.
- To keep up to date with the EIU portfolio and the competitive marketplace.
Performance measures
- Exceeding revenue targets and achieving monthly sales call quota within the territory.
- Evidence of expanding the client base and broadening existing clients’ product profile.
- Clear, constant, accurate reporting.
- High quality management and servicing of existing accounts
- Strong knowledge of EIU capabilities and macroeconomic principles.
- Maintaining the high quality and professional image of The Economist Group in all communications and dealings with clients and prospects.
Skills and capabilities profile
| Education and training | Undergraduate Degree or equivalent work experience, MBA is desirable. |
| Previous work experience | 5+ years experience with proven track record of selling strategic research programs to C-Level and Director Levels within Corporations, Governments and Non-Profits. |
| Knowledge | Understanding of business trends, global affairs and macroeconomis principles. |
| IT | Proficient in Excel and Salesforce. |
| Languages | English |
| Personal attributes and skills | Ideal candidate should be a strategic thinker, persistent cold caller and goal-driven. Consummate collaborator within a team framework. Consultative sales experience highly desirable. |
The Economist Group values diversity. We are committed to equal opportunities and creating an inclusive environment for all our employees. We welcome applicants regardless of ethnic origin, gender, religious beliefs, disability, sexual orientation or age.
If you would like to be considered for this challenging position, please submit your letter of interest (Salary Requirements a must) and resume at https://home.eease.adp.com/recruit/?id=3657921