Who we are
Euromonitor International is the leading independent market research company; investigating and understanding what consumers want and need, helping businesses create products and services that cater to their preferences and trends. We are an organisation that champions flexibility, with opportunity to grow and be supported with continuous learning and development.
The BDE (Business Development Executive) in Academics plays a pivotal role at Euromonitor International, with a primary focus on driving growth within the Indian Academic sector. The key responsibility is to support the prioritization and execution of strategies outlined by the local office to expand the client base in this region. This involves working through an extensive list of academic institutions across India, identifying new opportunities, and fostering relationships with various institutes using our full range of services.
The role requires engaging with multiple faculties and departments to provide tailored solutions, including data and trend analysis from our existing syndicated databases as well as customized insights to meet the needs of both students and faculty members.
The client portfolio includes managing partnerships with prestigious institutions, such as the IIM and IIT consortium, ensuring the renewal of syndicated database subscriptions while also identifying and onboarding emerging academic institutes as new Passport subscribers. This directly contributes to the growth of Passport subscriptions within Euromonitor India.
Success in this role, demonstrated through consistently high achievement of new business and renewal targets, can pave the way for advancement to a Senior BDE position and eventually to a consultant role
The BDE primarily wears two hats:
1. Entrepreneur: As a self-motivated and intellectually curious professional, the BDE thrives on tackling challenges posed by senior executives. They ask insightful questions to gain a deep understanding of the bigger picture, and then craft innovative solutions that leverage multiple products and capabilities. Resourcefulness, adaptability, and creativity are essential traits in this role. Being an entrepreneur also requires strong organizational skills, including effectively allocating internal resources and maintaining seamless communication with both local and regional teams.
2. Experienced Sales Professional: Beyond simply meeting sales targets, the BDE takes full ownership of driving results and consistently exceeding expectations. They proactively seek out opportunities to deepen relationships with existing clients, finding new ways to integrate Euromonitor’s services into their operations. The ability to close deals by building consensus both internally and externally, while maintaining a sense of urgency and ensuring clear next steps, is crucial to success
The relationships you uncover and maintain can yield countless engagements which are further encouraged by a base salary and uncapped commissions. Our team philosophy is to become our clients’ strategic advisors, expanding clients’ understanding of international markets and build mutually beneficial relationships within our existing client base.
Key Responsibilities:
- Product Knowledge
Understand and succinctly explain all of Euromonitor’s databases as well as consulting capabilities
Able to apply and design unique solutions using all available resources to address client needs
- Client Organization Understanding
Building relationships, creating a deeper network inside client organizations with consistent and proactive dialogue with multiple decision makers.
Able to map, network, and penetrate a client’s organizational structure
Frequently challenge clients to constructively broaden their perspective.
- Sales Process
Responsible for an annual upsell and renewal target
Use a refined consultative approach to identify points of engagement.
Always hunting for new areas our capabilities can be applied
Expanding our contacts beyond existing sources, developing a tailored value proposition for various areas within an organization
Presenting a benefit-led approach to engagement and basis for continued relationship building
Assist in the creation of consulting proposals
Able to use polite persistence to engage difficultly to reach senior executives, following through on long term projects as well as identifying multiple ways to assist/address obstacles in the process along the way
Negotiation & support of closing syndicated and consulting/ad hoc proposals
Skills required:
- Excellence in current role, goal oriented and consistently at or over target
- 3-5 years of sales experience – preferably advocating market research/journal databases into Academic Institutions and Public Libraries in India, bachelors required, and MBA will be a plus
- Comfortable in interacting with Deans, faculty heads, Senior Librarians and student body
- Solution and value selling acumen
- Highly organized with excellent time management, managing numerous contacts including scheduling, follow up, and establishing frequent points of interaction.
- Strong communication, negotiation, and diplomacy skills
- Knowledge of consumer market trends and dynamics are preferable
- International perspective
- Ability to effectively collaborate with internal colleagues
- Fluency in oral and written English is a must. Fluency in oral Hindi or other regional languages will be an advantage
- Willingness to travel (<25%)
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