Sales Executive – Business Research and Publishing Group

Location: Chicago

Summary of the Job Purpose

Business, Research and Publishing (BRP), formerly known as Industry and Management Research (IMR), is The Economist’s research and sponsorship business which produces high quality, custom editorial content known as thought leadership.

The role of the Sales Executive, Business Research and Publishing Group is to sell thought leadership research programs addressing global business and geopolitical trends to senior marketing and communications executives in a range of industries in the mid-west.

The job holder will be responsible for helping the business expand beyond today’s execution that largely consists of surveys and white papers, to imagining and ultimately selling to clients, new vehicles for delivery that would enhance profits and better meet client interests, be it via webinars, the publication of surveys in new formats, advisory panels, special meetings at our events, and more.

The role requires experience across a variety of business to business sectors, excellent presentation skills, keen client insight, professional demeanor and strong consultative sales aptitude. Working closely within an integrated team, the candidate will work with colleagues representing print, online, and conferences. He or she will be expected to exceed personal revenue targets while helping the team achieve overall goals.

Key accountabilities

· New business development activities (cold calls, face to face meetings).

· Identify and present to potential new accounts within assigned territory.

· Work closely with Editorial to ensure high-quality proposal and project implementation that exceeds promised deliverables.

· Work closely with integrated team members from Print, Online, and Events to identify sales opportunities.

· Work with Sales Director to develop, implement and adhere to personal business plan.

· Manage all sales related expenses within the agreed territory and ensure spend levels do not exceed budget levels.

· Prepare timely sales reports, noting calls made per month, sales invoiced, pipeline, monthly, quarterly, and end year forecasts.

· To keep up to date with the EIU portfolio and the competitive marketplace.

Performance measures

· Exceeding revenue targets and achieving monthly sales call quota within the territory.

· Evidence of expanding the client base and broadening existing clients’ product profile.

· Clear, constant, accurate reporting.

· High quality management and servicing of existing accounts

· Maintaining the high quality and professional image of The Economist Group in all communications and dealings with clients and prospects.

Skills and capabilities profile

· Education and training	· Undergraduate Degree or equivalent work experience, MBA is desirable.
· Previous work experience	· 5+ years experience with proven track record of selling strategic research or thought leadership programs to C-Level and Director Levels within Corporations, Governments and/or Non-Profits within the Mid-West region.
· Knowledge	· Understanding of business trends and global affairs
· IT	· Proficient in MS Office and Salesforce.
· Languages	· English
· Personal attributes and skills	· Ideal candidate should be a strategic thinker, persistent cold caller and goal-driven. Consummate collaborator within a team framework.

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The Economist Group values diversity. We are committed to equal opportunities and creating an inclusive environment for all our employees. We welcome applicants regardless of ethnic origin, gender, religious beliefs, disability, sexual orientation or age.

If you would like to be considered for this challenging position, please submit your letter of interest (Salary Requirements a must) and resume to jobsny@economist.com