• Business Development Manager

    Job Locations Singapore-Singapore
    ID
    2019-6096
    Function
    Sales/Business Development
  • Introduction

    EIU logo

     

    As the research and analysis division of the Economist Group, The Economist Intelligence Unit (EIU) helps leaders prepare for opportunity, empowering them to act with confidence when making strategic decisions. The EIU is the global standard in providing quality, actionable intelligence to the public and private sector, assessing issues that impact the marketplace for over two hundred countries.

     

    The Economist Corporate Network (ECN) is the briefing and networking service of the Economist Group. Through our members-only C-suite forums we help international firms understand the political, economic and business environments of the high-growth markets where they operate. We work with them to assess risks, opportunities, trends and issues of importance and how to respond to them.

     

    The service is delivered in many ways:

     

    • Through a programme of meetings that create the opportunity to hear from Economist Group experts, from invited outside experts, and from peers within the network;
    • Through private briefings delivered to clients at their management and strategy meetings;
    • Through summary reports and data (covering key economies and business issues).

     

    Currently, we are seeking an ambitious Business Development Manager to join our South East Asia Team. 

     

    The role will be based in Singapore and responsible for identifying prospects and selling memberships to new clients for our networks in Singapore and Malaysia.  The role will also  be charged with managing and strengthening the relationship with existing members of our Malaysian network so that we continue to enjoy a high rate of remewals. This will entail driving a degree of engagement with them so that they are satisfied with the service we provide.

     

    Clients will primarily be Multinational companies (MNCs), but will also comprise other members such as those from local companies, embassies and government.

     

    Working together with the local Network Director, the AM will build  relationships at the highest level (c-suite) in these organizations; make sure our relationship with the accounts is deep and broad; and ensure that we have a good grasp of key aspects or the clients business such as organizational structure, local and regional strategy; and marketing goals. Where appropriate, the AM will seek to upsell data, consultancy, research or marketing services to help clients reach these objectives.

     

    The key metrics of success will be:

     

    1. Number of new memberships closed
    2. Membership renewal rates
    3. Average revenues per member
    4. Overall revenues from existing accounts


    These goals will be achieved predominantly through effective account management and sales skills but will also involve marketing activities.

     

    Though the role will be based in Singapore, it will require regular travel (50%) to Malaysia to meet with members and prospective new members.

     

    Accountabilities

    In the role you would be expected to:

     

    • Meet and exceed revenue, sales-quantity and sales meeting targets in the region
    • Develop and demonstrate an understanding of businesses involved in emerging markets in the region
    • Develop a robust pipeline of leads
    • Ensure efficient and timely conversion of leads to sales
    • Build and broaden relationships with existing clients and ensuring client satisfaction
    • Ensure the right level and number of participants attend member events
    • Support the running of events
    • Conduct telephone and face-to-face selling to international clients
    • Act as a trustworthy and reliable Economist Group brand ambassador

     

    Performance measures :

     

    • Meeting and exceeding new business targets
    • Meeting agreed sales action -plans (e.g. prospecting, number of sales meetings per month, sales follow-up etc.)
    • Generating robust client/account information that the editorial team can rely upon
    • High level of account renewals
    • Sharing information and forging open, trustworthy relationships across the Group
    • Respect of The Economist Group sales terms, conditions and ethics (negotiation and price, material delivery, invoicing accuracy)

    Experience, skills and professional attributes

    To succeed in the role you must have:

    • University degree or equivalent
    • Experience in a a face-to-face sales/ new business development role
    • Experience in emerging markets (highly desirable)
    • Business intelligence, data or consultancy-type background (desirable)
    • Understanding of key business issues in China
    • Understanding of strategic business objectives of MNCs operating in the region (both indigenous and international)
    • A sense for business trends in the region
    • Good understanding of macroeconomic data, politics and business intelligence data
    • MS Office, Salesforce.com
    • Business level English required, Mandarin an advantage

     

    You will be able to demonstrate:

    • High level of interest in the region’s economies
    • A developed interest in current affairs

     

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