Business Development Manager

at  Toluna

ABOUT US:

Toluna is a leading global research and insights provider that empowers clients to make smarter data-driven decisions. Combining our flexible platform, cutting-edge technology, expansive portfolio, and passionate experts, we simplify our clients’ work and enable them to deliver greater business impact.
As Toluna enters its next phase of exciting growth we are looking for a dynamic and intelligent sales person to drive this next chapter. The successful candidate will be responsible for finding new and growing existing enterprise clients and for the commercial success of a small team. You will be responsible for developing the enterprise relationship through understanding their business objectives, how they conduct their insights activities and driving adoption of Toluna’s best-in-class tech stack.

• Through a consultative approach to sales, understand client requirements and create a demand for Toluna’s products and services mainly through new business & lapsed accounts development (~75%) and through current account development (~25%) activity.
• Develop delighted customers who continue to purchase or subscribe to Toluna services on a regular and sustained basis.
• Meet or exceed all revenue targets for existing and new / lapsed accounts
• Lead the outbound business development process through all the stages of the sales process from prospecting to
• lead generation and qualification, to setting discovery meetings, to quote / proposal development and job closing.
• Leverage your market research and consumer insights expertise to successfully convert prospects into clients for research business, especially in the areas of Market Understanding, New Product Development, Shopper Research and Advertising Research
• Able to focus outreach efforts through a thorough understanding of Toluna’s global and regional ideal customer profile and buying persona.
• Demonstrate knowledge of all Toluna offerings and product enhancements as well as how they relate to relevant business and research issues. Engage with client stakeholders including buying points and leadership from the FMCG area
• Update and maintain CRM (Salesforce) and other tools and submit periodic reports detailing activity (target prospects, meetings, bids) and sales volumes and values
• Develop requirements for strategic account plans, sector-based sales, marketing and thought leadership material in conjunction with the management team
• Drive your sales performance proactively according to your prospects and clients needs for a long-lasting client relationship with ongoing partnership and business
• Work as part of and contribute to the performance of the MR team for Germany-Switzerland-AustriaRequired Skill Set:
• Consistent over achievement of sales targets through a balance of new business development and account development.
• Proven ability to open up new companies from cold prospecting with achievement data provided at every stage of the sales process.
• Proven track record of selling into C-suite of small and medium enterprises.
• Experience selling market research (primary or secondary) to Market Research and Consulting Companies
• Experience selling to large brands / manufacturers with some research and consumer insight background.
• Used to working in a fast turn and consultative sales arena, covering a wide range of clients and doing the bidding and winning cycle themselves with a range of deal sizes and volumes.
• Wide range of sales achievement in creating and managing pipeline in differing environments.
• Transactional sales experience, typically with short sales cycles – such as in direct marketing, media, advertising or research.
• Consultative sales experience in professional / marketing services context.