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Global Commercial Director Eicn
3 weeks ago
Introduction:
As the research and analysis division of the Economist Group, Economist Intelligence helps leaders prepare for opportunity, empowering them to act with confidence when making strategic decisions. The EIU is the global standard in providing quality, actionable intelligence to the public and private sector, assessing issues that impact the marketplace for over two hundred countries.
The Economist Intelligence Corporate Network (EICN) is the executive briefing and networking service of The EIU. Participating in our members-only C-suite group helps international firms understand the political, economic and business environments of the markets where they operate, and particularly what impact changes in this macro environment will have on business.
The EICN service is delivered in a few main ways:
- Through a programme of meetings that create the opportunity to hear from outside experts, and from peers within EICN;
- Through private briefings (presentations) delivered to clients at their management and strategy meetings;
- Through sponsorship opportunities of EICN meetings and custom meetings
Currently we are seeking a Global Commercial Director to provide commercial leadership across the Economist Intelligence Corporate Network (EICN) and be responsible for the sales and renewal performance of EICN.
As the Global Sales Director, you will be a highly driven, self-starting and accomplished business development leader with excellent presentation skills and strong consultative sales ability.
Accountabilities:
**How you will contribute**:
- Scale, develop and motivate a high performing team of 14 sales and account management reps by mentoring, coaching, and developing frontline sales and account management reps; Motivate them by supporting their individual and team growth and by celebrating their achievements; Provide positive as well as corrective feedback to inspire the team to stretch and perform their best
- Meet revenue targets for EICN through
- Renewal rate for EICN globally and on a network-by network basis
- Number of new memberships sold for EICN globally and on a network-by-network basis
- Sales of non-membership products for EICN globally and on a network-by-network basis
- Drive/optimise lead generation in conjunction with Marketing
- Development, recruitment, retention and performance management of all sales and account management staff
- Develop and implement a sales strategy for delivering robust revenue growth, and work closely with EICN global management on the broader strategy for the business
- Provide regular sales reports and accurate forecasts
- Lead weekly calls to ensure the sales team is performing optimally, opportunities are shared and explored, problems addressed and clients serviced seamlessly
- Travel regularly to each network location to engage with the sales team, and provide supervision, motivation, support, mentoring and training
- Visit key clients across the region to sustain and deepen relationships
- Prepare regular sales reports including activity, pipeline, sales invoiced as well as monthly, quarterly and annual forecast
Experience, skills and professional attributes:
**The desirable skills for this role include**:
- A true sales individual that is capable to lead from the front
- Proven ability to improve BDM and AM performance through hands-on coaching
- Managed a 5+ consultative sales team in the B2B business information subscription space
- Experience in managing new business and account management reps that sold into multiple markets in Asia
- Strong background in solution selling as well as driving a more activity focused sales motion - very comfortable of managing in a KPI based commercial organisation
- Analytical mind with proven ability to optimise a sales motion based on insights gained from data
