1. Title: VP / SVP, Research Sales (UK)
Position To sell Integreon’s suite of research solutions to corporate clients in the
UK in line with the agreed Business Plan with a focus on selling large,
Objectives ($500,000+), multi-year contracts. To collaborate with the rest of
Integreon’s research sales team to share leads, best practice and
support the company in achieving its global sales target
Position To call on the target accounts in the UK to share our value proposition
and research solution set
Expectations
To engage with prospective and current clients to understand their
problems / research needs. To suggest potential solutions from within
our current suite accordingly, thereby demonstrating Integreon’s
capabilities.
To understand the influencers and decision makers and the decision
making process within our target client base for Research Sales.
To cultivate strong professional relationships with said influencers and
decision makers and educate them about our value proposition and
suite of solutions.
To work effectively with colleagues in the organization (primarily
Subject Marketing, Matter Experts, Sales, Consulting and Delivery
Operations) to complete the full sales cycle and close the deal. This
includes:
o Identifying and bringing subject matter experts to client
conversations in order to educate them about Integreon’s
value proposition and to enable us to customize our
solutions to specific client problems/needs.
o Owning and driving the proposal development and
submission to the client
o Piloting research solutions for clients in order to prove our
value proposition and bring added value
o (Where necessary) Working with the legal and finance
functions to structure the contract and close the deal
To structure and negotiate the terms and conditions of the deal so that
both Integreon and the client benefit from the contract
To ensure that every sale meets our pricing and profitability targets
To write and develop tactical plans for target accounts
To adhere to Integreon’s sales processes, policies and reporting
systems to ensure management and delivery of the Research Sales
Business Plan
To share best practice and potential client leads across the global
community
Personal Success An experienced high performer from within a professional services
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2. Characteristics environment
Entrepreneurial mindset yet used to operating within multinational
corporations
Credible personal impact and gravitas to deal on a level with Managing
Partners and C suite executives
High energy, tenacious and resilient
Strong listening and communication skills (verbal and written)
Logical thinker with sound analytical capabilities and able to call upon
that skill ‘in the moment’
Able to grasp (and then demystify) difficult concepts at top level
Commercially savvy, decisive and able to close major deals
Treats others with respect and non hierarchical in outlook
Self-starter who is able to work independently (potentially from a home
office) and achieve targets
Able to show iniative and good judgment, functioning well under
pressure
Able to switch gears at a moment’s notice and ability to concentrate in
an environment of multiple demands and distractions.
Able to handle multiple priorities and perform accurately under time
pressures and constraints
Previous Experience in Consulting at the Partner / Principal level (preferred) or
Market Research Sales / Solutions or related experience essential
Experience
Credible, demonstrable track record of sales performance within a
professional services environment
o Independently sold net new business worth a minimum of $1
million per year
o Has won individual projects / clients of $500,000 per year
Evidence of selling bespoke engagements in complex solutions to
demanding professionals
Experienced in assessing the value/potential of a lead and creating
appropriate strategy
Demonstrable track record of client-facing negotiating skills at top level
Strong evidence of building successful internal and external
relationships
An experienced and aggressive networker within a similar
marketplace/professional services environment
Professional and Degree level educated or equivalent
Educational MBA or other advanced degree desirable but not required
Qualifications
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3. Reports To: Global Head, Research Services
Location: UK, London-based but open to travelling within Europe as required
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