Solution Sales

About Euromonitor

Euromonitor International leads the world in data analytics and research into markets, industries, economies and consumers. We provide truly global insight and data on thousands of products and services; we are the first destination for organisations seeking growth. With our guidance, our clients can make bold, strategic decisions with confidence.

Overview of the role

Consulting Department

Strong demand for customised research from multinational and local companies to provide accurate, up-to-date data and insightful China market analysis means our Shanghai office is a key hub for Consulting opportunities and continues to expand.

We support functions from marketing, market knowledge, insights, innovation, commercial development, planning and design custom research solutions ranging from simple data collection to market size, segmentation, competitive intelligence, survey analysis, market entry and strategy frameworks. Our solutions combine qualitative and quantitative methods for stronger data and deeper insights.

The role

Reporting to consulting managers in Shanghai, the role of Business development is vital to the continued growth and profitability of Euromonitor International and key responsibility is to generate Consulting revenues from new and existing clients.

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 clients’ information needs and strategic goals.

Sales are confirmed through detailed tailor-made business proposals which summarise the client’s objectives, information needs and research solution so English and business writing skills are vital.

Key responsibilities

• Understand all of Euromonitor’s intelligence systems, how to show them and how they are used by our customers – by roles within customer organisations and by end applications
• Understand the full range of our Consulting research capability and be able to describe that range – by generic research type, by past project examples and by end applications to different types of client and business situation
• To react to incoming opportunities from sales and account managers, and further develop and shape those consulting opportunities through follow-up calls and meetings
• To help develop new business opportunities in conjunction with sales staff – relying on previous project types which can be marketed to prospective clients
• 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 sophisticated, tailor-made 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 Euromonitor’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
• To work with sales staff and account managers to maximise revenue opportunities from our existing client base and raise client awareness of consulting services
• To help maintain all directories and systems for new business development

This business development role requires strong links with Consulting research, Sales and Account Management staff, including after winning new projects to ensure successful handover and implementation, and continued client relationship management to lead to future revenue streams. This will include:

• Actively involving other CG staff in lead, proposal work and follow-up as demanded.
• Client hand-over
• Project design and implementation of appropriate research solutions
• Project follow-up
• Account management for repeat business opportunities.

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 client’s objective might be and immediately begin to outline our approach and potential offering
• Ability to match client objectives to telling and attractive benefits (to the client) from relevant content of ours (consulting and subscription as appropriate).
• 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).
• Ability to identify and communicate (verbally and in writing) clear client objectives, ie the client company’s aims in its own business.
• Excellent communications and presentational skills, and ability to develop relationships with senior executives, both existing and new clients.
• Eagerness to develop new client relationships and win business
• Eagerness to contribute to the team with new ideas, concepts, and methods
• Ability to run an effective client meeting and to impress senior client personnel.
• Good levels of communication, client discussions, and leads/proposals per week/month.
• Strong all round commercial awareness.
• Good IT and organisational skills (Word, Excel, PowerPoint, SLX)