Sales Director, EMEA

Recruiter
Adzuna
Location
London (Greater)
Salary
Competitive salary
Posted
09 May 2018
Closes
22 May 2018
Category
Retail and Sales
Contract Type
Permanent
Hours
Full Time

About The Company

Over the past decade, the company has become a proven leader in helping multinational executives outperform in emerging markets across Asia, Latin America, Europe, the Middle East, and Africa. Its consultants and analysts help power the growth mandates and decision processes of regional and corporate executives with an integrated solution of on-demand advisory support, award-winning data and market intelligence, white-glove service, executive roundtable forums, and tailored consulting services. The company has built strong client communities in the healthcare, consumer products, industrials, and technology sectors. The company is based in Washington, DC, with offices in London, Singapore and New York.

About The Role

Due to planned continued growth, our client is seeking a Sales Director to join their Europe, Middle East, and Africa (EMEA) team based in London. The successful candidate will be expected to travel (approx. 25%). Qualified individuals with passion for emerging markets are strongly encouraged to apply.

Key Responsibilities

Sales Directors are responsible for new business generation through a consultative sales process, and must possess strong business knowledge in B2B sales, executive presence, as well as excellent commercial instincts. The sales director also has oversight for the project engagements from initiation to completion.

Revenue Growth

  • Drive revenue growth through the acquisition of new clients

  • Lead new sales interactions and manage the entire sales process from beginning to end using a consultative sales approach

  • Utilize insights in meetings to establish credibility and diagnose prospect needs

  • Work closely with colleagues in the Client Service, Research and Custom team to develop compelling solutions tailored to client needs

  • Create and deliver high impact presentations and describe a compelling vision of service to demonstrate the value of solutions to address client needs

  • Serve as the voice of the client in project scoping discussions and ensure aligned expectations for consulting projects

  • Manage prospect communications across all new business meetings and follow-up in a timely manner throughout the sale cycle

Pipeline Management

  • Build and execute a plan to meet and exceed target revenue goals

  • Follow a metrics-driven approach to manage a pipeline of opportunities using Salesforce.com to ensure predictable monthly revenue performance

  • Work closely with the Business Development Associate to increase the universe of target clients, and develop the required pipeline to achieve target

  • Schedule new sales interactions as targeted

  • Proactively develop opportunities and ideas for key accounts, developing key accounts profiles and needs analysis including revenue goal per account and value proposition

Additional responsibilities

  • Collaborate with other departments to increase potential client awareness/satisfaction

  • Collaborate with colleagues in the Product team to ensure the continual refinement and improvement of the value proposition

  • Partner with Client Services team to identify cross-selling opportunities within existing client base

Skills & Experience

  • Bachelor’s degree

  • Minimum of five years of outside sales experience; experience working in a consultative/business strategy role in a professional business environment, preferably in a business/project management or market strategy and consulting role

  • Experience working with clients in B2B industries (Automotive & Transportation, Building & Construction, Heavy Equipment, Materials & Chemicals, Industrial)

  • Proven track record of success exceeding sales targets and managing a new business territory

  • Strong prospecting, needs analysis, negotiating and closing skills

  • Strong process discipline

  • Language fluency in relevant regional languages is a plus but not require

Person Specification

  • Excellent interpersonal, communication, presentation and persuasion skills

  • Ambitious, driven and able to work autonomously in a goal-orientated environment

  • Metrics-oriented with strong organizational and time management skills

  • Collegial, and dedicated to the success of the team

  • Professional, responsible, self-motivated and disciplined

  • Strong executive presence

  • Demonstrated attention to detail

  • Culturally attuned; able to work in culturally diverse environment

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