Business Development Manager, MEA
The Economist Intelligence Unit (EIU) is the research and analysis division of The Economist Group and the world leader in global business intelligence. Created in 1946, we have 70 years’ experience in helping businesses and governments to understand how the world is changing and how that creates opportunities to be seized and risks to be managed. Consistently rated one of the best for-profit think tanks for the quality and accuracy of our data and forecasting.
The EIU includes (3) major business units - EIU Consulting, Subscription Services and Corporate Network. EIU Consulting has (3) distinct practice areas whose evidenced-based research solutions inform corporate internal strategy, corporate positioning and advocacy initiatives.
Why EIU
What we can offer you
Role and how you will contribute to EIU's success
This role is specifically for the the EIU Consulting business unit. You will report to the Global Commercial Director as part of a global business development team based across 4 regions.
This new business development role is critical to the growth of EIU's Consulting business in the Middle East and supporting our overall growth in the EMEA region. The primary goal is to create high value ($300K+) new sales opportunities across government ministries, institutions and royal courts in key markets of KSA and UAE. A secondary focus will be multinational corporation and other private sector organizations within the territory.
As a Business Development Manager in Dubai you will sell research and evidenced-based consulting solutions to new public and private sector accounts, including corporations, government, trade associations, NGOs and development banks. While informing corporate internal strategy, corporate external positioning and advocacy initiatives the solutions will include public policy, macroeconomics, country risk, and geo-political analysis. You will be required to work efficiently and effectively with technical resources (EIU consultants and analysts) to develop proposals and manage client expectations and relationships.
The ideal candidate will be a business development person with experience working with UAE and KSA government institutions directly and/or through consortium models . The candidate will have key relationships within government and the royal courts and a track record of winning large government contracts through both a sole source and tender process. Arabic language capabilities are desirable, but not required.
Accountabilities: Key accountabilities
Experience, skills and professional attributes: Performance measures
Education and training
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The EIU includes (3) major business units - EIU Consulting, Subscription Services and Corporate Network. EIU Consulting has (3) distinct practice areas whose evidenced-based research solutions inform corporate internal strategy, corporate positioning and advocacy initiatives.
Why EIU
- One of the world's most widely recognized and established brands
- The most strategic and fastest growing division within the Economist Group
- Consistently rated one of the best for-profit think tank
What we can offer you
- An entrepreneurial environment that rewards resourcefulness, initiative, and a brave approach to developing new sales opportunities
- A global, high growth business working across a diversity of key sectors that significantly impact global economic growth and development
- An experienced and professional environment working with highly trained globally-based consultants and analysts
- A "create your own destiny" approach to professional growth and mobility
- An opportunity to develop project opportunities that engage business and policy leaders on key global economic and social issues
Role and how you will contribute to EIU's success
This role is specifically for the the EIU Consulting business unit. You will report to the Global Commercial Director as part of a global business development team based across 4 regions.
This new business development role is critical to the growth of EIU's Consulting business in the Middle East and supporting our overall growth in the EMEA region. The primary goal is to create high value ($300K+) new sales opportunities across government ministries, institutions and royal courts in key markets of KSA and UAE. A secondary focus will be multinational corporation and other private sector organizations within the territory.
As a Business Development Manager in Dubai you will sell research and evidenced-based consulting solutions to new public and private sector accounts, including corporations, government, trade associations, NGOs and development banks. While informing corporate internal strategy, corporate external positioning and advocacy initiatives the solutions will include public policy, macroeconomics, country risk, and geo-political analysis. You will be required to work efficiently and effectively with technical resources (EIU consultants and analysts) to develop proposals and manage client expectations and relationships.
The ideal candidate will be a business development person with experience working with UAE and KSA government institutions directly and/or through consortium models . The candidate will have key relationships within government and the royal courts and a track record of winning large government contracts through both a sole source and tender process. Arabic language capabilities are desirable, but not required.
Accountabilities: Key accountabilities
- Creating a qualified opportunity pipeline through relationship building, matching client needs with EIU Consulting solutions and capabilities, and identifying project funding sources
- Negotiate project budgets with clients and facilitate the negotiation of contract terms and conditions working with EIU’s legal team
- Conduct business development activities (cold calls, face-to-face meetings)
- Identify and present to potential new accounts within the public and private sectors
- Work closely with EIU consultants to ensure high-quality proposals and project implementation that exceeds promised deliverables
- Closely monitor tenders from key client organizations; build relationships with decision-makers before and during the bid process
- Develop strategic partnerships with relevant external organizations and experts to facilitate pipeline development and increase closure rates
- Work with the Global Commercial Director to develop, implement and adhere to personal business plan
- Work with the Regional Consulting and Editorial Directors for EMEA to devise and implement regional strategy and objectives
- Serve as client advocate for large engagements, acting as interface between EIU project team and client stakeholders
- Work alongside Marketing and Consultant teams to create impactful collateral that presents the EIU value proposition in an effective manner
- Leverage reporting tools in salesforce, providing accurate perspective of current pipeline and overall activity levels
- Keep up to date with the EIU portfolio and the competitive marketplace
Experience, skills and professional attributes: Performance measures
- Exceeding revenue targets and achieving monthly activity goals (calls, meetings, leads) within assigned territory
- Managing sales pipeline effectively to move opportunities toward closure
- Strong knowledge of EIU consulting solutions and capabilities, public policy topics, global business trends and economic principles
- Maintaining the high quality and professional image of The Economist Group in all communications and dealings with clients and prospects
Education and training
- Undergraduate Degree or equivalent work experience
- Masters Degree in a field such as International Affairs, Public Policy, Business or Economics is desirable
- Proven experience with proven track record of selling strategic intelligence and evidenced-based research services to senior decision-makers within Corporations, Governments and Non-Profits
- Strong network of Middle East government, multinational corporation and mid-tier consulting firm relationships
- Specific sales and/or business development experience with government ministries and royal courts in UAE, Qatar, and KSA
- Understanding of business trends, global affairs and economic principles
- Proficient in Excel, PowerPoint and Salesforce
- Proficiency in English; Arabic highly desirable
- Ideal candidate should be a strategic thinker, persistent cold caller and goal-driven
- Consummate collaborator within a team framework
- Consultative sales experience highly desirable
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