Description
Business Development Manager, Research & Consulting
The Business Development Manager will call on large and mid-sized businesses' market research and insights departments. They will coordinate and run in-person client meetings, and respond to requests for proposals (RFPs) and other sales and marketing initiatives. They will participate in professional and trade association events, attend conferences and other professional meetings to promote the firm's visibility, and establish and manage client relationships.
They will clearly articulate the value the client will provide to buyers leveraging a wide variety of fundamental qualitative and quantitative methodologies and tools (design, build, field, analyze, and workshop results). The client is seeking individuals with experience and understanding in uncovering needs and goals, capturing organizational learning plans, research roadmaps, and strategic objectives to explain and prescribe the appropriate mix of the above elements, among other tools and techniques.
This role will join our U.S. team. The position will require a value-driven approach to developing client relationships through targeted account strategy and planning, understanding client needs, and matching the client’s capabilities. The role is ideally Detroit-based or Tampa-based, but flexible and has a long-term, fully remote design. This is a newly created position with strong growth potential.
How You Will Make an Impact in Business Development
- Demonstrate key approaches, methodologies, and differentiators to drive and successfully sell new qualified business opportunities; build and effectively handle a list of new prospective clients to drive business development.
- Strong focus on team selling with internal SMEs to net new/prospective clients and integrating client relationships with practitioner teams (including said SMEs)
- Collaborate with internal resources and external networks to prioritize and penetrate target enterprise accounts; quickly build relationships with key partners to drive business.
- Primary focus net new logos / net new client accounts.
- Identify key decision-makers and develop strategic relationships to drive revenue.
- Achieve and exceed reasonable quota.
- High level of urgency and drive to secure and respond to prospect and client communications.
- Compliance in utilizing internal processes and procedures, including leverage of sales enablement tools, CRM, prospecting tools, sales and marketing materials, events, etc.
- Evolve/improve the effectiveness of existing sales funnels and materials
- Adaptable – Strategy, research, and consulting work is complex and diverse in practice and focuses on moving clients to the desired result by adding clarity and structure to their vision, needs, and goals. Creative and curious problem solvers ready to tackle complicated problems are required.
- Builds relationships with key influencers in the marketing research/consumer insights industry to stay current with important business issues.
- Prioritizes prospecting and the fundamentals to build and maintain a healthy pipeline.
- Demonstrated business development/sales background, e.g., prospecting, needs assessment, issues/goals mapping, qualifying leads, negotiations, etc.
- Utilizing account planning and time management tools to increase research revenue to an assigned quota.
- High attention to detail – organized, professional, and personable.
- Presents quarterly to management on past quarter performance and upcoming quarterly sales plans with detailed dates and measurable action items for the funnel (leads, meetings, proposals, sales).
- Catalogs pipeline activity and results weekly for management
We Want the Business Development Manager with These Qualifications
- Bachelor’s Degree Preferred (advanced degree or research qualification a plus, e.g., IPC, MSMR, RIVA, MS, MA, etc.)
- Minimum 2+ years’s proven consultative sales experience to large multinational companies preferred (documented track record of strong sales to market research and insights professionals desired)
- Ability to build credibility quickly with new clients; relationships should be developed at the highest level and with other key partners.
- Confirmed experience in prospecting and developing new business by effectively building prospect lists and a strong ability to transition prospects to clients.
- Proven experience in closing enterprise-wide complex sales solutions by structuring innovation, integrated research, and consulting solutions that provide decision-makers value and support in achieving their business goals.
- High level of ability to comprehend and problem solve by thinking and acting quickly on your feet.
- Strong ability to influence others in the organization with no direct reporting relationship.
- Ability to articulate a strong value proposition of Martec research at the business manager, insights director, and Manager level.
- Ability to uncover and prioritize prospective client’s need, goals, and priorities to drive a reasonable sales cycle and clearly dictate the actionable results we will deliver in proposal documents delivered to prospective clients.
- Mastery of active listening, attention to detail, communication, and comprehensive understanding of discussion/networking skills.
- Demonstrates presentation/written skills at a Manager level; Excellent communicator who can formulate, oversee and implement an intelligent strategy and articulate the positive financial impact of investing in research, tools, and management consulting services to client organization.
- High level of patience and integrity builds dependable relationships internally with colleagues and externally with prospective clients (Fortune 1000 business leaders, Private Equity investors, CMOs, Managers, etc.).
- Prior experience utilizing a corporate/enterprise-wide CRM tool preferred (e.g., Salesforce)
- Intermediate Experience with components of a typical enterprise sales stack a plus (e.g., Engage, ZoomInfo, Salesforce/CRM, Pitchbook, LinkedIn SalesNav, Zoom, Rev, Box, MS Office, DocuSign, etc.).
- Manager presence and client interface ability are required. The Business Development Manager will have experience with leading business meetings, including a proven ability to build rapport and engage in strategic discussions about project strategy, scope and implications.
- Comfortable working autonomously and independently measuring output against agreed objectives.
- Highly organized and meticulous – can successfully handle multiple tasks simultaneously with attention to detail.
- Comfortable leveraging insights and intelligence - the ideal Business Development Manager will demonstrate proficiency with interpreting and applying consumer insights as guidance in developing/designing customer-centric solutions.
- Customer-oriented – relentlessly chases what the business needs. Transforming insights to growth requires a deep understanding of how companies work and how additional data and consulting will benefit them. Clients seek us with a priority need, and we are compelled to suggest the ideal solution within their time frame and budget.
- Ability and willingness to travel to industry events, on-site sales meetings, and critical reporting events, as needed long-term.
- Accepts accountability for actions and acts with high integrity in all activities
Who are we?
A 40-year history of high-quality work supporting Fortune 1000 brands, private equity firms and their portfolio companies with commercial due diligence, value creation, data/analytics, market research, consumer insights, and product planning. The client’s industry expertise cover technology, healthcare, specialty chemicals and materials, food & beverage, associations, business services, industrials, franchise, consumer & retail, and education.
The client is a leading research and consulting group delivering actionable, objective, and deep insights to market research and investment leaders, Managers, CMOs, consumer insights professionals, and their teams. Our decades of success offering expertise, rapid fieldwork, and advanced research tools enable growth, strategic decision-making, and specific intelligence to Fortune 1000 companies on their leading priorities. They have prepared us to leverage in-house data and context in our upcoming studies. We continue to grow and serve global markets with intelligence engagements, commercial due diligence, and strategic consulting with over 100 employees and offices in North America, Europe, and Asia.
What makes this a great place to work?
Our people are our top asset, and we invest in them generously. When you join our team, you’ll have access to many benefits. These resources are designed to support your well-being, performance, and health. We encourage continued personal and professional growth through ongoing learning and development opportunities. Our employee resources include remote working opportunities, travel, education support, paid time off, paid time for volunteer support to a charity of choice, health insurance, dental insurance, and retirement account management with an employer matching program.
This customer and prospective customer-facing role is focused on value/revenue generation and has related earning potential, including activity and performance-related bonuses and commission, training resources, appropriate expenses, and advancement opportunities.
The client's policy is to provide equal employment opportunities to all applicants and employees without regard to race, color, sex, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to seek to advance the principles of equal employment opportunity affirmatively.
Benefits
- We promote work-life balance by offering schedule flexibility and the opportunity for our employees choose when to remote work or be present in our office.
- The client offers competitive paid time off, including holiday time and charitable contribution time.
- Healthcare insurance benefits
- Health Savings Account/FSA
- Dental, Vision, and benefits to cover unique healthcare needs
- Traditional and Roth/401K plans, offering a company match
- We offer continued learning reimbursement opportunities after the first year of employment
- Our storied culture includes company outings at least twice a year with activities such as Golfing, Karaoke, Bowling, Tiki Boat Cruise, Peddle Trolley, Scavenger Hunt, Fowling, etc.
- Our new state-of-the-art headquarters provides a collegial and inspiring atmosphere with a progressive and agile work environment
