Euromonitor International’s Consulting division provides custom research solutions that help global companies achieve specific goals across a wide range of country markets and industries. This makes for a fast growing and dynamic working environment. Through our office in Seoul, we are currently expanding our consulting capabilities in Korea to address growing demand for market intelligence both from our local and international clients. We support functions from marketing, market knowledge, insights, innovation, commercial development, planning on clients’ end, and design custom research solutions ranging from simple data collection to market size, segmentation, competitive intelligence, customer insights, market entry and strategy frameworks. Our solutions combine qualitative and quantitative methods for stronger data and deeper insights.
We are looking for self-starting independent professionals with a business background who wish to get involved in selling consulting projects to clients with different business objectives to fulfill. The successful candidate will be involved in all aspects of the sales process as described in the key responsibilities below.
Brief Overview of the role:
Working closely with the Singapore office’s Head of Business Development and the Country Manager in Seoul, 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 business writing skills are vital.
Key responsibilities include:
- 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, working closely with Consulting Research teams not only in Seoul but also in other offices including London, Chicago, Singapore, and Shanghai, etc.
- 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 Euromonitor’s competitors and how to present us as different and/or superior to them
- To help clients with research and/or local language, 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
- Minimum 4 years of B2B consultative sales background, preferably in market research or consulting
- 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 relevant research needs and communicating attractive benefits (to the client) from relevant content of ours (consulting and syndicated research as appropriate)
- Must be commercially savvy and have the ability (and experience) to close business with high level strategic-minded clients
- Ability to develop and write strong proposals wh