Business Development Associate

Business Development Associate

Our Client provides some of the world’s most trusted brands, spanning scientific research; academic publishing, patent analytics, pharmaceutical intelligence and IP management; with services that enable trailblazing ideas to become reality.

If you want to be part of an organisation that believes what they do matters world over and you can bring your ambition to make a difference, then you may be what they are looking for.

The Job

The Business Development Associate role is key to increasing revenue and opportunities for the sales division.
You will be responsible for:

Remote selling of IP Services within a designated territory
Maximizing upsell at existing accounts and prospecting for new customers
Generating viable leads for the Sales Consultants and Account Managers by initiating calls with potential clients, validating opportunities, following up on leads and setting appointments for the field team.

Duties and Responsibilities:

• Driving revenue growth of IP Services by meeting or exceeding new sales goals on monthly and quarterly basis.
• Achieving inside sales activity objectives including dials, successful calls and lead generation.
• Pursuing net new business through a high volume of strategic prospecting and account development.
• Analyzing client needs and develop strategies tailored to each organization.
• Maintaining, developing and growing a rigorous pipeline, with accurate forecasting.
• Negotiating and closing business segment customer orders.
• Creating and managing a territory development plan and reporting on results.
• Utilizing knowledge of intellectual property (IP) to conceive and position value-added solutions to promote business and achieve growth
• Contributing to the development of new sales revenues and client retention by identifying potential sales and retention opportunities
• Building strong “trust” relationships with clients, creating trust and confidence at multiple levels of an organisation
• Collaborating with internal stakeholders to identify cross-sell opportunities.
• Capturing and recording customer information and sales activity data into customer relationship management (CRM)
• Maintains and reports regularly on a pipeline of sales activity, revenue forecasts and closing timetables.
• Operates as an integral member of the sales team, contributing skills and knowledge to the development of accounts.
• Obtaining competitive information during daily contacts and distributing as appropriate so as to develop sales strategies.
• Proactively work with internal support groups to ensure a coordinated and effective sales effort.
• Achieving set lead generation and lead qualification targets.
• Assisting field teams to drive revenue by contacting existing and prospective clients to preliminarily assess need(s), promote special sales programs, solicit subscription renewals and arrange for the sales consultant to meet with the client

Knowledge, Skills and Abilities Required:

• University Degree required
• Minimum of 3 years sales experience in inside sales or consultative selling environment
• Proven track record of successful prospecting and consistent achievement of targets in a complex sales environment
• Proven consultative sales abilities in law firms or legal departments of corporations
• Proven ability to work well in a matrix environment, collaborate across multiple departments and influence all levels within an organization; willingness to collaborate and bring in appropriate resources to close sales
• Assimilates new information readily and is able to apply this knowledge within a customer organization
• Ability to consult with and advise customers in order to identify their needs and apply knowledge to understand customer workflows and what is important to their business; including best practice sharing
• Comfortable building ROI calculations, and demonstrating value through pay-back/financial assumptions.
• Excellent organizational skills-ability to manage multi-stage process pipeline
• Ambitious self-starter with high energy and motivation
• Ability to work independently and as part of a team in a fast-paced, changing environment
• Must have strong presentation, communication, negotiation, interpersonal and time management skills
• Desire to learn and grow with an evolving organization a must. Focus on professional development will be key
• Solid knowledge of computers and business software applications.
• Prior intellectual property knowledge and familiarity with the patents lifecycle – strongly preferred
• Knowledge of SPIN and/or Miller Heiman sales methodologies – preferred

Language requirements:
• English – Fluent – essential
• German – Fluent – essential

Pension Scheme
Medical Insurance
Performance Bonus £26,000

Job Summary

Job Title Business Development Associate
Location London,Greater London
Job Type Permanent
Salary £35k
Last Updated 25/04/2019
Reference SF45080
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