Commercial Sales Director

As the research and analysis division of The Economist Group, Economist Intelligence helps leaders prepare for opportunity, empowering them to act with confidence when making strategic decisions. Economist Intelligence 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 healthcare business of Economist Intelligence provides market intelligence and strategic advisory solutions to help medical device, pharmaceutical, biotechnology and healthcare service firms understand their current and potential markets, devise go-to-market strategies and implement pragmatic and innovative solutions which tap into new growth opportunities. We have offices in Gurgaon, London, New York, Singapore and Shanghai.

We are seeking a highly motivated and talented Commercial Sales Director to join our fast growing Medtech Data solutions business. Reporting to the Global Managing Director this role will be instrumental in supporting the growth of our Medtech data solutions practice with new clients and partners. The Commercial Sales Director will be responsible for managing a team of sales executives and selling a portfolio of data and insight solutions to key prospects in the Medtech and Life Science industry.

The ideal candidate will have strong product sales skills, but be equally comfortable prospecting and building new business leads. You will be expected to engage with senior decision makers across a range of functions in global healthcare markets. The Commercial Sales Director will be expected to become an expert on our products and capabilities, and build a high performance team to win business throughout our target markets.

In this role you would be expected to: 

• Work with Director of Data Content, Regional Sales Teams and Product Teams to formulate and execute the global sales strategy
• Recruit, build and train a data sales/business development team
• Be responsible for a defined sales target
• Manage the team through the entire sales process (prospect, quality, proposal, negotiate and close) and work effectively with the product teams
• Support the wider commercial teams with data specific capabilities on integrated proposals
• Be a “player/coach” personally engaging in 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
• 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 Clearstate portfolio, competitive marketplace and key developments in the Medtech industry

Performance Measures:

• Exceed revenue targets and achieve monthly sales call quotas
• Expand the client base and retain and up sell existing clients
• Produce and maintain accurate pipelines and regular sales forecasts for the territory
• Possess strong knowledge of EIU Clearstate’s capabilities, competitive intelligence and the developments in the Medtech industry
• Build relationships with clients to maximise revenue opportunities and grow future business
• Work effectively with a cross functional team, including content, product, marketing, sales and other group divisions
• Maintain high quality and professional image consistent with The Economist Group expectations

To succeed in the role you must have:

• Degree in a business related discipline 
• Solid experience in a sales management role
• Experience of both new business development and account management
• Experience of selling business intelligence solutions
• Proven success in high volume syndicated services
• Successful track record of selling to clients in the Medtech and Lifescience industries
• Experience and strong comfort level selling to senior decision makers of large multi-national corporations
• Experience in managing sales relationships
• Understanding of the key relationships and strategic issues facing the industry globally
• Knowledge of basic IT programmes such as word, excel, powerpoint, etc
• Knowledge of working with a sales CRM system
• Fluency in English is requisite and any additional European languages beneficial

You will be able to demonstrate:

• An ability to sell consultatively, by discussing client needs and matching needs to the appropriate services with the EIU's portfolio
• You are goal oriented, energetic and enthusiastic
• Self motivation with the ability to work in a fast-paced, fluid, team-oriented environment
• A team player and natural leader, developing people to get the most from them
• A willingness to succeed and develop a career in the EIU and wider Economist Group
• A genuine interest in healthcare