Overview of the role
The Business Development Manager role is part of the Agency, Banks and Consultancy (ABC) sales team based in Hong Kong that is tasked with selling our syndicated strategic market intelligence database Passport, our tactical big data machine learning pricing solution VIA as well as Custom Research Consulting Solutions into the Banking, Auditors, Institutional Investors, Strategy Consultants, and Media Advertising sector. Our custom research expertise in Initial Public Offering (IPO), Private Placements, Mamp;A, PE funding, helps companies raise capital on global stock exchanges, identify white spaces and acquisition targets. We help investors fully evaluate the market environment, competitive landscape and an investment's market position and growth prospect by offering an objective view from a global, credible, and trusted source.
As a Business Development Manager, you will be responsible for targeting new organisations across Banks, Financial Institutions, and consultancy sectors across Hong Kong, Macau and Taiwan. You’ll have the tenacity, drive, commercial awareness and persuasiveness to find the right contact, understand the client’s issues, and match and apply the benefits in your solution. You will often need to involve several stakeholders, both internally and externally, in different locations across the world so strong networking and organisation skills as well as an understanding of corporate purchasing dynamics are a must.
Key responsibilities include but not limited to:
- Prospecting: Research a strong prospect list for your client base in your territory. Identify key sponsors, influencers and decision makers at target institutions and ensure that you understand their roles and objectives, and that they understand the benefits and solutions that we provide.
- Account Planning: To strategize the best approach in developing long-term partnerships with clients by mapping out client organisation and identifying key partnership opportunities with internal stakeholders.
- Generating sales: Manage the entire sales process involved with selling web-based planning tools and custom research solutions to new clients (e.g. prospecting, territory management, meeting scheduling, product demonstrations, multi-stakeholder business case development, objection handling, contract negotiation, etc.). Demonstrate effectiveness by consistently hitting (and exceeding) monthly, quarterly and yearly revenue targets. Take ownership of your personal sales targets
- Forecasting: Create a sales plan on how to reach sales targets and ensure implementation of the plan. Use consultative sales skills and careful time management to develop robust monthly forecasts. Analyze quantitative (e.g. conversion rates, sales cycles, average price points, etc.) and qualitative (e.g. objections, competitive strategies, winning applications, etc.) market feedback to inform adjustments that ensure on, or above, target performance.
- Personal Development: Take ownership of performance and personal development by attaching to goals, identifying obstacles and developing strategies to overcome them. Increase productivity by actively leveraging Euromonitor's training programs, supportive managers and diverse set of experienced colleagues.
Requirements
- Right to work in Hong Kong
- Bachelor's Degree, preferably in any business major
- Minimum 3-4 years of proven experience in financial service sales preferably B2B.
- Proven experience and strong knowledge of selling to large multi-national organizations preferably financial institutions.
- Excellent negotiation, communication, and interpersonal skills
- Strong ability to manage complex sales cycles, multi-faced negotiations and proactive management of advancing the sales process
- Commercial awareness and familiarity and comfort with cold calling
- A targets-driven approach to work
- Self-motivated and organized
- Fluent in English and Cantonese; Mandarin proficiency would be advantageous