Euromonitor Dusseldorf Overview
Euromonitor International is establishing a new national subsidiary operation to service the market of Dusseldorf, with sales teams to be recruited by April 2019 as this is when the Dusseldorf business will commence full operations.
There will be two sales teams in Dusseldorf. One will be dedicated to advertising, banking and consulting clients as well as trade government and academics.
The other will be dedicated to consumer and industrial corporate clients.
Dusseldorf is based in the heart of North Rheinwestphalia, this state alone boasts an economy the same size of London’s at €600bn.
The location has been chosen on the basis of the commercial opportunity that we believe this new office offers to Euromonitor and its proximity and ease of travel to our key clients in Germany.
From the sales perspective, there will be a team of 14 selling to Germany and Austria. Headcount by sales division is going to be as follows Corporates 10 (Key 3, Growth 4, New 3), ABC 2, Government 1 and Academic 1.
There will be one Business Development Consultant and three Consultants.
In Passport research there will be 12 people. The team will be responsible for Germany, Austria and Switzerland.
The opportunity to move to Dusseldorf presents excellent opportunities for career advancement within the company. In Consulting there will initially be a team of 3.
As in most other offices of this scale we anticipate that Passport and Consulting research in Dusseldorf will work very closely together.
We also want to foster a similar close collaboration between research and sales with close interaction between the two.
As in all our offices we’ll have a Communications Executive to build stronger awareness of the Euromonitor brand and our capabilities in the local market.
And of course there will be an Office Manager covering all things finance, HR and admin a crucial role for any smooth running office.
This is an exciting opportunity to join a dynamic and friendly new office. Initially this will be a small but significant office but with the attached advantages of the support from the wider organisation.
Brief Overview of the role :
The role of Business Development is vital to sustaining Consulting sales growth.
Your main role will be generating Consulting sales from new and existing clients covering all areas of our business.
You will be a highly self-motivated sales professional with a proven track record for selling in the business-to-business arena and have the tenacity, drive, commercial awareness and persuasiveness to find the right contact and sell the value and benefits of all our Consulting capabilities.
You will be skilled in networking and bringing together the needs of different stakeholders into client focused research solutions and therefore understanding how we collect and build data (research techniques) as well as how clients use our data and analysis is vital.
This represents a significant opportunity for someone looking for a diverse and in-depth sales role, targeting senior management in customer organisations.
Key Responsibilities :
To convert client business intelligence needs into commercially viable custom research solutions.
To react to incoming opportunities from sales and further develop and shape those consulting opportunities through follow-up calls and meetings.
To control and manage the sales cycle for custom opportunities and ensure that all leads and proposals are handled as quickly and effectively as possible and according to best practice.
To design research solutions and prepare sophisticated, tailor-made proposals and manage their delivery and follow up.
To work collaboratively and actively involve sales and research (consulting, industry, country) in lead, proposal and follow-
up business development work as relevant.
To help negotiate terms and conditions and contracts with senior colleagues as appropriate.
To work collaboratively with all sales staff in your territory to maximise revenue opportunities and raise client awareness of consulting services.
Proactive work (e.g. account mapping, networking, pitching capabilities, project ideas, new tools) to help generate new leads and improve your pipeline (both quantity and quality of opportunities).
To stay involved after winning new projects to ensure successful handover, project design and implementation and to support research (e.
g. scope creep) and clients where needed and stay sufficiently involved (e.g. key calls and milestones).
To follow-up post project delivery to help maintain the relationship and stimulate new opportunities.
To help maintain all directories and systems for business development.
Skills / Proficiencies required :
Understand all of Euromonitor’s intelligence systems and how they are used by different clients and be able to do a competent full system demo.
Understand the full range of our Consulting capabilities and be able to pitch using real life examples to enrich, and to position the approach and benefits of our research solutions.
Understanding of business information research and consulting techniques and their appropriateness to meeting different client objectives and needs.
Basic knowledge of Euromonitor’s competitors and how to present us as different and / or superior to them.
Ability to match client objectives to telling and attractive benefits (to the client) from relevant content of ours (consulting and subscription as appropriate).
Ability to identify and communicate (verbally and in writing) clear client objectives, i.e. the client company’s aims in its own business.
Ability to quickly assess what a client’s objective might be and immediately begin to outline our approach and potential offering.
Ability and drive to take conceptual ideas and reform into clearly defined, actionable, project scopes, fully outlined within a written proposal.
Ability to develop and write strong proposals which clearly reflect client objectives and outline appropriate research content (deliverables) and solutions (methodology).
Ability to pitch and position proposals highlighting the benefits and value of the research to the client and successfully negotiating sales.
Ability to understand who the key influencers are within an organization and identify what is likely to be important to them given job function and responsibilities.
Previous sales experience and eagerness to bring opportunities to fruition (previous research experience a plus).
Must be commercially savvy and have the ability (and experience) to close business with high level strategic-minded clients.
Excellent communications and presentational skills, and ability to develop relationships with internal Euromonitor partners as well as senior client executives.
A self-starter, eager to develop new client relationships and win business and with creative and organisational skills necessary to thrive in an autonomous work environment.
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 and business acumen
Excellent writing and good PC / IT and organisational skills (Word, Excel, PowerPoint, SLX)
What can Euromonitor offer you?
A growing, established and stable privately owned firm
An amazing team of colleagues with whom you want to spend 8-hours a day, 5-days a week with great work life balance.
A management team that cares about your success and development both within and outside of Euromonitor
On-the-job training and experience that will facilitate an easy transition into future, more senior roles
A world-class training program
Competitive compensation and benefits package
Access to senior executives across the organization and across offices
Opportunities to advance your career in offices across the globe