Sales Consultant at Euromonitor International

 The role

Euromonitor’s development strategy is to realise more revenue from its existing client base for Consulting, and Passport. This is to be achieved by:

• Deeper networking inside client organisations. Sustained, regular, proactive dialogue with multiple personnel within the client company. This is best initiated, and then continued, by a heavy emphasis on ensuring the client gets good return on investment from its Euromonitor services. That entails expanding the user base throughout all levels of the organisation and working with each user to maximise the relevance and practical actionability of our research in each user’s own role.
• More intense and more knowledgeable interaction with clients. Euromonitor’s client-facing personnel (business developers as well as account managers and analysts) need to show genuine and deep understanding of the client’s industry and the client’s strategic and operational challenges and opportunities. In an information-rich age, customers want insights which lead to actions in their own business – merely supplying reams of data for them to sift through is no longer enough.
• Solution selling through a consultative approach. Systematic programmes of soft selling of additional services to client companies – including both syndicated and consulting services – are to be continued and such up sell achieved. But it is critical that the opportunity is also taken to unearth more client issues and objectives in doing so, including finding out what projects are being done and talking specifics of strategic direction with clients.
• These constitute our opportunity to conduct more ad hoc projects for clients and more complex, in-depth ad hoc projects. It is known that most of our clients commission work regularly to management consultancies, much of which is types of work which Euromonitor Consulting is well equipped to conduct.
• It is envisaged that many client solutions will take the form of a combination of some existing syndicated content and some applied consulting research/analysis. It is imperative that each solution is framed from scratch and represents the unique viewpoint of the client.

This role represents a significant opportunity for someone looking for a diverse and in-depth business role, targeting senior management in international organisations and working with account management and analyst personnel within Euromonitor.

• Understand all of Euromonitor’s intelligence systems, how to show them and how they are used by our customers – by roles within customer organisations and by end applications
• Understand the full range of our Consulting research capability and be able to describe that range – by generic research type, by past project examples and by end applications to different types of client and business situation
• Penetrate and network inside allocated target companies
• Identify additional target companies for penetration
• Maintain continuous, multiple-contact dialogue with all allocated companies – contact must be very regular and in-depth
• Maintain benefits-led consciousness among multiple client contacts of the range of solutions available from Euromonitor
• Deconstruct operating hierarchies and processes within target companies (budgets, strategy cycles, decision-makers etc)
• Generate and deliver to Consulting detailed, meaningful RFPs (Requests For Proposal)
• Assist in the production of sophisticated, tailor-made proposals; manage their delivery and carry out active follow up
• Negotiate terms and close deals in association with relevant senior colleagues
• Understand Euromonitor’s competitors and how to present us as different and/or superior to them
• Help clients with research and/or technical support, as required
• Work with account managers to maximise revenue opportunities from each existing client by raising our profile and assisting client personnel to derive maximum value from their existing Euromonitor services
• Work with research personnel to share new ideas for future research, both syndicated and consulting

Why work for Euromonitor?

International: not only do we have a very multinational workforce in each office but we are all dealing with our 12 offices worldwide on a daily basis. With 12 offices globally there are regular opportunities for international transfer.

Hardworking but sociable: our staff know how to work hard but also how to enjoy themselves! We pride ourselves on creating an appropriate work-life balance, with flexible hours and regular socialising including frequent after work meet ups, summer and Christmas parties and a whole range of sports and other groups to be involved with.

Committed to making a difference: We think that people are looking for something worthwhile in a company beyond the workplace. Our extensive Corporate Social Responsibility Programme gives each member of staff two volunteering days a year (Pro Rata) in addition to holidays. It sees us reaching out into the local community with our mentoring, group volunteering, and fundraising initiatives as well as supporting international charities through our website sales, matching staff sponsorship fundraising, and carbon offsetting all our flights, amongst many other activities.

Opportunities to grow: we offer extensive training and development opportunities at all levels. The vast majority of our managers and directors have been promoted from within and many have moved