This is a new Business Development Executive role that is part of the sales team based in our Dubai office that is responsible for selling to Government organisations across the Middle East region, with a major focus on KSA and UAE.
You will be responsible for targeting new and existing Government organisations across your territory. You will be a highly self-motivated sales professional, preferably with a proven track record for selling in the public sector arena and/or have experience in consultative, B2B sales. 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, in different locations, and externally, across multiple departments of the target organisations. So strong networking and organisational skills as well as an understanding of Government purchasing dynamics is important. You'll have quick learning attributes and ability to demonstrate strong sales process and strategies. This role is office based, with travel as required to meet clients across your market.
Key responsibilities:
- Generate sales with new clients in your designated territory
- Generate sales with existing clients by renewing their current subscriptions and by being a true partner to your clients, identifying new opportunities through relationship development
- 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 applications of using GlobalData's data and market research solutions
- Create a sales plan on how to reach sales targets and ensure implementation of the plan
- Research a strong prospect list
- Take ownership of your personal sales targets, and own forecasting and account planning on a monthly/quarterly/annual basis
- Develop and train your new clients so they know how to use their online database to ensure renewal and create upsell opportunities
Revenue: 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.
Forecasting: Use consultative sales skills and effective time management/organizational skills to develop accurate 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.
Development: Take ownership of your performance and personal development by linking it to your goals, identifying obstacles and developing strategies to overcome them. Increase productivity by actively leveraging GlobalData's training programs, supportive managers and diverse set of smart and interesting colleagues.
Intellectual curiosity: Gain job satisfaction and improve industry expertise by using client interactions and associated preparation and follow-up to improve your understanding of international business dynamics and the research insights that create opportunities for success.
Requirements
Skills/Proficiencies required:
- Bachelor's degree required, MBA is valued
- Formal training and education in consultative sales, marketing and economics is an advantage
- Passion for education, international affairs, business economics and strategic planning
- Goal-oriented, creative and self-motivated, quick-learner; excellent time management and follow-up skills
Languages:
Arabic - Must
English - Must
