Frost & Sullivan - Business Development

Description:

Frost & Sullivan is seeking experienced Business Development Professionals to join the sales team to sell Frost & Sullivan's research services into global markets.

Objectives:

- To generate revenue and consistently achieve on target performance, by developing/maintaining client relationships and positioning Frost & Sullivan's services & deliverables.

- Strengthen the Frost & Sullivan brand equity within and beyond the core industry sector.

Summary of Key Responsibilities:

Client Engagement and New Business Development Activity

- Conduct client focused business development/networking activities in order to achieve individual revenue targets, in addition to all key performance indicators.

- Proactively forge relationships with potential Client organizations, to gain a deeper understand of potential business needs

- Identify and develop new business opportunities in-line with Frost & Sullivan's services & deliverables

- Utilizing a consultative telesales approach, generate new business opportunities from within and beyond the core industry.

- Build relationship to up-sell and cross-sell.

Account Development:

- Ensure all existing business accounts are contacted and qualified with the aim of further developing client relationships and generating additional revenue streams.

- Proactively build relationships with existing and potential clients to gain a greater understanding of current/future business needs.

Internal Working Practices and Communication:

- Effective sales pipeline management (generating the required ratio of pipeline opportunities in-line with achieving personal target).

Knowledge and Expertise:

- Hold a clear understanding of the Frost & Sullivan sales process and knowledge of Frost & Sullivan's cross Business Unit functionality

- Accumulate and maintain a comprehensive knowledge/understanding of the main industry sectors in which you operate (including market dynamics/forces and an appreciation of the industries operating practices, structure and business functionalities) in order to identify key business opportunities

Additional Responsibilities Include:

- Develop sales strategy, sales forecasts and business plans for growth.

- Develop and maintain Strategic Alliances

- Development of new clients

- Negotiate and close business dealings.

- New business Growth

- Retaining existing customers

The Ideal Candidate should be:

Skills:

- Excellent verbal and written communication style, with a creative and innovative flair.

- Proven ability to generate - on target- personal sales and report accurate sales/pipeline data when required.

- Able to demonstrate a tenacious, persistent and professional attitude. High influencing skills, with a confident, proactive and methodical approach.

Experience:

- Proven business to business services based sales experience, within a professional and fast paced environment.

- A consultative sales approach and an understanding of business to business service sales process/structure.

- Previous experience of generating new business from a telesales process and nurturing existing business relationships.