Business Development Manager for Economist Intelligence Unit in Shanghai

A vacancy in Shanghai:

Job Title: Business Development Manager
Business Unit: Enterprise Sales, Economist Intelligence Unit
Based: Shanghai
Territory: Shanghai
Reporting to: Senior Manager, Busines Development, Shanghai

Interested parties please email eiu -at- danwei.org, but only after you have read the below:

1. Job Summary

• The Business Development Manager’s primary objective is to ensure he/she outperforms the designated sales target whilst enhancing current EIU and Corporate Network (CN) client relationships.

• The Business Development Manager will implement a sales plan, under the direction of the SBDM, which will provide a clear strategy for selling EIU online and research services, as well as CN Peer Group memberships, to multinational and local companies.

2. Key responsibilities

• Develop and Implement a personal sales plan, with gyuidance from the SBDM to maximize revenue from new and existing clients
• Upsell existing clients by introducing new products and services
• Identify and solicit new leads and prospects through networking and cold calling
• Set up appointments and engage in meaningful consultative discussions
• Understand client needs and propose appropriate products and services to address those needs
• Conduct product presentations to small or large groups when necessary
• Prepare and present proposals, pricing and contracts
• Conduct timely follow-up work to maximize likelihood of product / membership sales
• Provide product training when necessary
• Visit existing clients on a regular basis to nurture and cultivate relationship
• Participate in monthly conference calls with regional and head office
• Manage and present at industry trade shows
• Attend training programme and internal group meetings when required
• Assist where appropriate with on site activities at CN sessions.

3. Key Performance Indicators

• Must meet and exceed Actual Total Sales against Budget, Renewal rates and Upsell rates on a monthly and quarterly basis
• Good knowledge of all EIU services and peer group membership benefits
• Meet and exceed 30 client meetings per month
• Accountable for renewal targets
• Maintain professional relationship with colleagues and management
• Maintain the high quality and professional image of the Economist Intelligence Unit in all communications and dealings (customer and peer feedback)

4. Research & maintaining knowledge

The Business Development Manager should be keenly aware of current events and the general business environment. Knowledge would include:

• basic economic and political awareness
• information about the various business sectors
• specific information about existing clients and their competitors (e.g. expansion plans, M&A etc)
• product knowledge – maintain a thorough knowledge and understanding of the company’s products, new products and development plans.
• maintain a thorough understanding of the functionality of the electronic products and a basic knowledge of the back-ground technology and platforms

5. Incentives (commission) scheme
Details of this are available upon request..

6/ Skills and capabilities profile — for recruitment and initial development plans

SKILLS REQUIREMENTS

Education and training
• Degree in business, economics, international studies or languages is desirable.

Previous work experience
• Minimum of 3 years’ work experience in a corporate sales, business-to-business environment
• Posseses a strong senior level person business network.
• Experience in dealing with MNCs across multiple industries
• Comfortable in conversing with senior executives and decision-makers
• Developing and maintaining relationships with clients.

Knowledge
• Product knowledge (training will be provided).
• Knowledge of, or a strong interest in, electronic media and delivery.

IT
• A high level of Word and Excel.
• Strong technical background - familiar with the Internet, intranets, extranets.

Languages
• Fluency in English is essential, Mandarin is a plus, but not essential.

Key skills
• Excellent communication and presentation skills
• Professional selling skills
• Good writing skill
• Attention to detail

Personal attributes
• Sales-oriented and driven.
• Confident with corporate presence
• Energetic and enthusiastic
• Disciplined and require minimal supervision

Interpersonal skills
• Enjoy relationship building.
• Team player
• Articulate.
• Outgoing/Confident.