Business Development Executive
Euromonitor International
Total years of experience :12 years, 3 Months
Sourcing new business through personal research, networking at trade fairs internationally, from client referrals and marketing inbound leads; and from existing Salesforce accounts to open sales opportunities with companies across Europe.
Mapping out organisations strategically to target multiple budgets and senior level decision makers.
Using a consultative sales approach to present how the benefits of our services match with the prospects’ needs in an urgent manner through both international meetings and on conference calls. Full management of the sales cycle in a timely and profitable manner by following up with bespoke proposals, tailoring contracts and negotiating key terms of the agreement.
Management of existing accounts, and using regular training of our service (online and client-facing meetings) as an opportunity to both secure renewals and discover potential up-sell opportunities (also through researching subsidiaries of the main company or other business units for new budgets to target)
Annual and real time KPI and forecasting management.
Selling to SME consumer goods companies as their account manager gave me valuable insights into both their organisational structures and business strategies.
Hit 100% of my annual target (£240, 000) in my first 7 months on the phone and turned a cold call into the biggest sale in five years within my team. Secured a further up-sell upon the first meeting with the client.
Repeatedly won ‘Salesperson of the Month’ and incentives in Monthly Sales Meetings. Commended regularly by senior management including our Global Sales Director on our internal communications for creating packages which involve cross-sell.
Using ‘GoToMeeting’ and Adobe on a daily basis when having interactive conference calls with clients and prospects, Salesforce for CRM; and Grinder for extracting data. Using Microsoft Powerpoint and Excel daily, for pitches and presentations; and for modelling data and creating charts for clients.
Training included: Objection Handling, Selling Benefits, Social Selling; Time Management; Pipeline Management; Negotiation; Closing Sales; Sales Cycle; Consultative Sales; Account Management; Renewals; How Clients Use Our Data; Client Relationship Management; and Cold Calling.
Sourcing new business through personal research using a range of internet sources, networking at business events, client referrals; and from making business contacts who could grant me access to large databases of prospects in a legal and ethical manner. Mapping out organisations strategically to target international workers, arriving to the UAE recently with UK backgrounds ideally as will most probably have pensions to transfer. Using a confident and authoritative telephone manner, and knowledge on international finance products to cold call prospects and present the range of our services, our company; and the experience of our senior advisors - in order to secure an introductory meeting with the prospect. Validating on the phone if they fit our ideal client criteria. Pitching pensions products, life insurances, wills, portfolio bonds and trusts predominantly- however gained some knowledge on other financial products also.
Managing the diary of multiple consultants, and following up each booking with regular contact to maintain interest before and between meetings. Preparing documents for the consultant on potential referrals we can ask for through personal research on the prospects company and network.
This role has developed my ability to work well in a high pressure environment, objection handle persuasively; and manage multiple diaries simultaneously. Booking a minimum of two meetings a day. On average, on the phone for two hours a day.
Fully responsible for the sales, supply; and marketing for the brand; gaining valuable insights into the most effective strategies for promotion.
Created brand awareness through coordinating tastings and festival events (6 a year), which also aided in sourcing prospective distribution target accounts.
Working closely with each distributor to increase order sizes and to generate new client leads from referrals.
Strategic account plans with key customers in each territory (such as retailers and chain foodservice), and prospective key customers in each territory; with an aim to obtain a proprietary relationship.
Using market insights to evaluate long term strategies and to formulate quarterly goals for the UK branch of the business.
Creating and developing all the marketing material to pass on to establishments for advertising on the premises, as well as education material for wholesalers.
Daily management of accounts to maintain strong relationships, with an ultimate goal to create lasting business relationships for introducing other products at a later date.
Assisting the end-to-end management of development projects for key clients.
Introducing clients to our partners in the service industry for their day-to-day property maintenance needs.
Discovering potential property and land investments for clients through Property Auctions and established relationships with estate agents and validating if properties were fit for development in terms of cost of land, development costs; and ability to obtain planning permissions.
Preparing documents that I would present to clients for potential investments on a weekly basis in a brief, comparable format.
Coordinating between contractors and design teams (Architect, Engineer, etc.) and forming legally safeguarded development plans which fit budgets, timelines, and guidelines for funding,
building standards; and applying for and obtaining planning permissions.
Negotiating with sub-contractors/design teams for the best terms and price for our client. Ensuring the final design is both workable and profitable.
Creating marketing material and brochures for new developments to assist Sales.
Writing bespoke proposals, estimation and quotes; and contract agreements.
Delivering personable, exceptional service and advice to every client. Building client confidentiality with high profile customers, growing sales; and establishing loyal long-term relationships.
Working towards individual and team KPI’s and targets.
Devising strategies to raise figures of sign-ups to our loyalty database.
Won several company incentives.
Recommended by my Line Manager for a permanent role in the business after every contract period.
Attended Customer Service, Sales and Brand History training.
Temping for several publishing, pharmaceutical and financial companies to cover full-time employee’s responsibilities during their periods of absence, gaining valuable insights into these organisations and developing the ability to quickly adapt to varied policies and practices in a range of companies and complete a range of unfamiliar tasks in a timely manner. Working for an UHNWI as an Executive PA; taking complete care of both his business and social arrangements.
UNICEF fundraiser on various emergency-aid campaigns, using my cold-calling skills to sign up as many prospects as possible to our direct debit or text-donation services. Ensured every call is respectful, sincere and legal so to maintain a positive impression of the charity even to less responsive targets.
Evaluating my calls to develop and improve my techniques. Training in Service in Non-Customer Facing Sales, Cold Calling and Objection Handling; and a touch-typing short course. Training on key campaign figures, causes of issues we are fundraising for; and how our aid will be benefitting the victims.
Delivering excellent customer service (based on a 6 step principle), that concentrates on creating and maintaining regular customers as well as maximizing sales. Handling tax refunds, large deliveries, stock checks.
Establishing and developing client relationships through organizing events for regular clients to develop a loyalty to our brand.
Frequent mentions in the company bulletin for exceeding individual targets and for the largest sales.
I worked on a 12-hour contract, yet often worked up to 40 hours a week while doing my A Levels.
Achieved a 1st class on my dissertation while working in London simultaneously, highlighting my time management and organisational skills. Finished my projects early, allowing me to get a head-start on commencing full time work. Developed extensive research and analytical skills, improved my ability to write persuasively, meet several deadlines at once; and present ideas coherently and concisely in a persuasive and powerful manner to a wide audience. I regularly conducted self-assessments on my work to illuminate areas for improvement and took advantage of opportunities for furthering my knowledge available in my school. Leading seminar groups taught me how to achieve a common goal through a team, and systemically divide work-load in a way which best utilises each members’ individual strengths; and how to use enthusiasm and motivational tactics to ensure targets and goals are met. Created marketing material for University social events, and played a key role in organising these events on a weekly basis using my natural sociability and sales skills to promote them to my peers.
A Levels- English Literature (A*), History, (A), Persian (A) AS Levels- Geography (B) and Mathematics (A) GCSE’s - English Literature (A*), English Language (A*), Persian (A*), Mathematics (A*), Additional Mathematics (A*), Religious Studies (A*), History, (A*), Art (A), French (A), Double Award Science (A), Spanish-one year Fast Track course (B)
