Consulting Business Development, Government

1 day ago

Dubai, United Arab Emirates Euromonitor Full time

**Your main role will be generating consulting sales of bespoke research projects from public sector bodies such as trade government and academic institutions across EMEA.**:**Working with Account Managers and Business Development Managers as they generate client requests from their territories. You will manage, coordinate and respond to formal invitations to tender (ITT), requests for proposal (RFP) and requests for quotation (RFQ). Understand the bidding process, contracts, terms and conditions used by different government institutions in the relevant regions for public sector bodies.**:
**You will be skilled in networking and bringing together the needs of different internal and external stakeholders into client focused research solutions and therefore understanding how we collect and build data (research techniques) as well as how clients use our data and analysis is vital.**:
**You will be a highly self-motivated sales professional with a proven track record for selling in the public sector arena and have tenacity, drive, commercial awareness and persuasiveness. This is a key role within the Consulting Business Development team and represents a significant opportunity for someone looking for a diverse and in-depth sales role, targeting senior management in customer organisations.**:
**Requirements**:
**Key responsibilities**:

- To take an active role in shaping the future strategy of the government space, including working closing with sales colleagues and the research pod members to grow revenue.
- To work collaboratively and actively involve sales and research (consulting, industry, specialisations) in lead, proposal and follow-up business development work as relevant.
- To convert client business intelligence needs into commercially viable custom research solutions through both proactive pitch decks and proposals.
- To react to incoming opportunities from sales and further develop and shape those consulting opportunities through follow-up calls, meetings, and proposals.
- To control and manage the sales cycle for custom opportunities and ensure that all leads and proposals are handled as quickly and effectively as possible and according to best practice.
- To design research solutions and prepare sophisticated, tailor-made proposals and manage their delivery and follow up.
- To support colleagues globally on global multi office opportunities (inter-office cooperation proposals) for the government space
- To help negotiate terms and conditions and contracts with managers as appropriate.
- To monitor payment of invoices to ensure client invoices are paid in a timely fashion.
- To work collaboratively with all sales staff in your territory to maximise revenue opportunities and raise client awareness of consulting services.
- Proactive work (e.g. account mapping, networking, pitching capabilities, project ideas, new tools) to help generate new leads and improve your pipeline (both quantity and quality of opportunities).
- To stay involved after winning new projects to ensure successful handover, project design and implementation and to support research (e.g. scope creep) and clients where needed and stay sufficiently involved (e.g. key calls and milestones).
- To follow-up post project delivery to help maintain the relationship and stimulate new opportunities.
- To help maintain all directories and systems for business development (such as a database of partners for joint proposals)
- To adhere to the process outlined in the Government RACI document.
- Strong all round commercial awareness and business acumen
- Excellent writing and good PC/IT and organisational skills (Word, Excel, PowerPoint, SLX)

**Skills/Proficiencies required**:

- Ability to work collaboratively as part of a pod, supporting colleagues as required to accommodate demands of lead flow
- Proven experience writing and winning complex government tenders in EMEA.
- Ability to develop and write strong proposals which clearly reflect client objectives and outline appropriate research content (deliverables) and solutions (methodology).
- Understand the full range of our Consulting capabilities and be able to pitch using real life examples to enrich, and to position the approach and benefits of our research solutions.
- Understanding of business information research and consulting techniques and their appropriateness to meeting different client objectives and needs.
- Basic knowledge of Euromonitor’s competitors and how to present us as different and/or superior to them.
- Ability to match client objectives to telling and attractive benefits (to the client) from relevant content of ours (consulting and subscription as appropriate).
- Ability to identify and communicate (verbally and in writing) clear client objectives, i.e. the client company’s aims in its own business. Advanced English language skills.
- Ability to quickly assess what a client’s objective might be and immediately begin to outline our approach and potential offering.

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