Sales Manager – Custom Research
The Economist Group (Orange County, California)

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The Economist Group owns, manages and develops global media brands aimed at an audience of international business people and decision-makers. It is the leading source of analysis on international business and world affairs, delivering its information through a range of formats from newspapers and magazines to conferences and electronic services.

The objective of the Sales Manager- Custom Research position is to maximize revenue from enterprise clients, by selling international country analysis and forecasts as well as custom research services. Working closely with the Account Executive, the Sales Manager, will meet and exceed the sales revenue target for the territory. In addition the Sales Manager will take the lead in the territory for new business development. The objective is to meet or exceed monthly quotas for sales and personal sales calls.

Responsibilities:

New business development activities(cold calls, face to face meetings) is key goal and responsibility

Take the lead in the territory to search out, identify and present to potential new Enterprise Accounts across the Territory.

Qualifying high-potential sales leads generated through such routes as direct or e-marketing activity, trade shows and partner lists.

Work with the Enterprise Sales teams in London, New York and Hong Kong to maximize global sales revenue from enterprise accounts. This will include close liaison with colleagues to prepare new client proposals, electronic contracts and to negotiate business terms with Enterprise Accounts.

Work closely with the Account Executive to identify and action opportunities to increase revenues from existing Enterprise Accounts.

Make required sales calls and in-person meetings to these Enterprise Accounts in the territory.

Work with the Sales Director to cultivate relationships with key contacts in these Enterprise Accounts.

Manage all sales related expenses within the agreed territory and ensure spend levels do not exceed budget levels.

Prepare timely sales reports, noting calls made per month, sales invoiced, pipeline, monthly, quarterly, and end year forecasts.

Work with the Sales Director to prepare sales revenue and territory expense forecasts and annual budgets as necessary.

To keep up to date with the EIU portfolio, electronic media and the competitive marketplace.

Demonstrate electronic information services whenever necessary and attend electronic information services at seminars, conferences and trade shows as required.

Territory: California(South, including Los Angeles and San Diego), Arizona, Nevada, Utah.

Up to 50% travel

Requirements:

•BA/BS, with an international business focus preferred.

•3+ years of business development experience selling into the corporate and financial sector, preferred.

•Proven track record selling to senior level managers in strategic planning or international departments, economists, analysts, or knowledge managers, preferred.

•Experience developing long term strategic business relationships.

•Demonstrated ability to achieve sales quotas.

•Experience selling a high-profile brand and emphasis on long-term service, value and quality.

•Knowledge of international business issues.

•Good working knowledge of electronic marketplaces, services, technical applications and trends in e-delivery of information.

•Proficient in Word, Excel, PowerPoint, Salesforce.com

•English, others a plus

•Impressive communication skills - highly developed persuasive, influencing and negotiating skills.

•Able to present information and ideas clearly, in both formal and informal situations (e.g. demonstrations, presentations and meetings).

•Ability to work in a team environment: must be able to co-ordinate efforts with marketing and sales staff on a global basis.

•Intellectual depth combined with practical ability.

•Good business judgment and integrity.

•Ability to understand and adapt to the needs of the marketplace and develop and maintain strong relationships with clients.

•Able to demonstrate personal initiative: sense of urgency.

•Willingness to travel and ability to organize trips effectively.

•Energetic and enthusiastic.

•Articulate

The Economist Group is proud to be an equal opportunity employer.

If you would like to be considered for this challenging position, please submit your letter of interest (Salary Requirements a must) and resume to jobsny@economist.com or:

The Economist Group
Human Resources
111 W. 57th Street
New York, NY 10019