POSITION : Sales Executive - Internal Firm Services (Clients and Markets Development)

DESCRIPTION

• Works as part of the firm-wide clients and market development team (CMD) and focuses on positioning the firm, opportunity management and ensuring sales effectiveness & best practice across the firm's opportunities.
• Focuses on ensuring that business development activities deliver return on investment.
• Support the development and implementation of the firm's market strategy.
• The BD/sales management support will report to the Head of CMD.

Responsibilities

• Provide strategic advice and tactical support for client relationship management (CRM) teams.
• Help generate opportunities - driving these through the sales levels to realize revenue from them.
• Take responsibility for driving the priority account programme. Help set and manage targets in priority account planning and CRM.
• Play an active role in planning account strategy, driving value propositions and CRM activity with clients, as well as soliciting and acting on structured feedback.
• Play an active role in helping the industry leader manage the industry pipeline.
• Build deep understanding of service offerings and client portfolio.
• Build strong relationships with LoS/Industry leaders.
• Report on BD activities to industry group/LoS leadership.
• Support Client Relationship Partners in delivering against Priority account management timelines.
• Manage multiple projects in multiple industries.
• Enhance business management through management of Client Stream.
• Drive pipeline and lead the pursuit process for all major opportunities.
• Attend client, prospect and/or intermediary events and ensure effective follow up on these events.
• Support Account Planning Workshops (APWs).
• Assume relationship/account management responsibilities for a number of priority accounts.
• Implement account planning best practice.
• Drive relationship building and develop and/or drive One Firm opportunities on these accounts.
• Work with other CMD members to ensure that the Firm's insight, thought leadership and marketing campaigns are properly targeted, driven and deliver return on investment.
• Coach Partners and staff on business development and opportunity/pursuit management.
• Ensure the messages and learning from Client Feedback are shared and acted upon to help increase opportunity conversion and client satisfaction.
• Accountable and able to demonstrate relationship management, revenue conversion and return on investment (ROI).

Education

• Degree in social sciences, business administration, marketing or in a related field from a recognized institution.

Experience:

• At least 3 years experience in a sales or research role. Experience working in a professional services organization will be an advantage.

Skills:

• A flair for working with figures, marketing concepts, positioning, sales planning, competitive analysis, understanding the customer, service development, client relationship management, creative services.

competencies

• Confident, self-starter.
• Work on their own initiative.
• Excellent writing skills.
• Knowledge of Microsoft Office software: Word, PowerPoint, Excel.
• Attention to detail and project management skills.
• Multi task.
• Flexibility to work outside normal office hours when required.
• Background or interest in research and sales.