• Business Development Manager, Health Policy Practice - EIU - NY

    Job Locations United States-DC-Washington
    Sales/Business Development
  • Introduction

    EIU Healthcare


    The Economist Intelligence Unit’s Healthcare Consulting Division offers sector-focused research and strategic advisory services for organizations across the healthcare ecosystem. Through the heritage of two acquisitions, Bazian and Clearstate, and the EIU's world renowned analytical, macroeconomic and policy capabilities, EIU Healthcare is able to provide high quality global healthcare data and insight. This entails a full suite of solutions, from assessing growth opportunities for industry to understanding the effectiveness and value of healthcare interventions to high profile external facing research programs that aim to inform dialogue on key health issues.


    Currently we are seeking to a highly motivated and talented Business Development Manager to join our successful and growing Health Policy Practice. Reporting to the Global Head of Business Development and the Global Practice Leader, this new role will be instrumental in supporting the the growth of the practice with new clients and partners.  The Business Development Manager will be responsible for developing relationships and selling a suite of customized research / consulting solutions to a combination of public and private sector clients in North America.


    The ideal candidate will have strong consultative sales skills, but be equally comfortable prospecting and building new business leads.  They will be expected to engage with senior decision makers across a range of policy related functions in public sector entities, NGOs and healthcare industry organizations.  The Business Development Manager will be expected to become an expert on the health policy tools and capabilities at their disposal and be able to present these to clients and prospects, identifying opportunities for business and working with the practice team to respond with customized proposals.  The ideal candidate should have a genuine interest in the healthcare industry and eager to learn and develop their knowledge of the sector.


    In this role you will be expected to:

    • Work with the Commercial Director and Practice Head to formulate and execute the sales strategy for their territory
    • Be responsible for a defined sales territory target
    • Manage the entire sales process (prospect, quality, proposal, negotiate and close) and work effectively with the consultant and analyst teams
    • Support the wider EIU commercial teams with healthcare specific capabilities on integrated proposals
    • Engage in all new business development activities (cold calls, face to face meetings)
    • Engage in regular travel to see clients and prospects in allocated territory
    • Manage all sales related expenses within the agreed territory and ensure spend levels do not exceed budget levels
    • Work closely with the various EIU healthcare research and consulting teams to architect the best solutions for clients
    • Prepare new client proposals, electronic contracts and to negotiate beneficial business terms
    • Prepare timely sales reports and manage personal pipeline and forecasts
    • Keep current with the EIU portfolio, competitive marketplace and key developments in the Healthcare industry

    To succeed in the role will demonstrate:


    • Proven success in big ticket sales and complex projects
    • Successful track record of working with clients in the healthcare sector
    • Experience of interfacing with operational health policy teams to develop complex customized solutions
    • 5+ years experience and strong comfort level selling to senior decision makers of large multinational companies
    • Experience in managing sales relationships
    • Evidence of expanding the client base and broadening existing clients’ product profile
    • Strong working knowledge of the global health landscape and selling to clients in that sector
    • Understanding of the key relationships and strategic issues facing the industry globally
    • Knowledge of all basic IT programs such as word, excel, powerpoint, etc
    • Knowledge of working with a sales CRM system
    • An understanding of trends in data visualization and content management 
    • The ability to maintain the high quality and professional image of The Economist Group in all communications and dealings with clients and prospects
    • Fluency in English 



    Experience, skills and professional attributes

    To succeed in this role you will have:

    • Solid experience in a consultative sales role
    • Experience of both new business development and key account management as well as experience of selling research or consulting solutions
    • An undergraduate degree or equivalent work experience, an MBA is desirable
    • Experience with clear, constant, accurate reporting
    • Experience in high quality management and servicing of existing accounts
    • Strong knowledge of EIU capabilities and macroeconomic principles


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