Job Description

Job Title Business Development Manager

Description

Business Development Manager - Dubai, UAEAbout us:TOLUNAToluna delivers real-time consumer insights at the speed of the on-demand economy. By combining global scale and local expertise with innovative technology and award-winning research design, we help clients explore tomorrow, now.Toluna is the parent company of Harris Interactive Europe and KuRunData. Together, we strive to push the field of market research toward a better tomorrow.HARRIS INTERACTIVEHarris Interactive Europe is an award-winning, full service digital research consultancy that makes complex decision easier by providing actionable consumer insights. We offer the perfect combination of research expertise and technology to keep our clients ahead of whatever is next in their industries. Our strengths include brand, new product development and consumer and employee research in both B2B and B2C markets.Harris Interactive is a Toluna company, and together with KuRunData we strive to push the field of market research toward a better tomorrow.IntroductionAs Toluna enters its next phase of exciting growth we are looking for a dynamic and intelligent salesperson 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.ResponsibilitiesThrough 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 and gross margin targets for existing and new / lapsed accountsLead the outbound business development 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.Able to focus outreach efforts through a thorough understanding of of Toluna's global and regional ICP and buyer 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 leadershipPresent to the management team quarterly performance reports.Update and maintain CRM and other tools and submit periodic reports detailing activity (target prospects, meetings, bids) and sales volumes and valuesDevelop requirements for strategic account plans, sector-based sales, marketing and thought leadership material in conjunction with the management teamWork as part of and contribute to the performance of the teamRequired SkillsetConsistent over achievement of sales targets through a balance of new business development and account development.Proven ability to open 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 enterprisesExperience selling to Market Research Agencies and preferably with some research sector, Insight, business intelligence or data backgroundExperience selling to large brands / manufacturers with some research and consumer insight background.Experience selling to consulting companies or media agencies would be advantageous but not required.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 volumesWide range of sales achievement in creating and managing pipeline in differing environmentsTransactional sales experience, typically with short sales cycles - such as in direct marketing, media, advertising or researchConsultative sales experience in professional / marketing services contextNice to haveCharismatic and entrepreneurial approach to relationship building internally and externallyExcellent communicator, including written and oral skills, who is able to articulate the Toluna value proposition.Ability to work independently as well as part of a team and multitask various projectsAbility to handle large volumes of requests with tight turnaround requirementsHigh levels of attention to detail with a structured approach to account management and sales development.Minimum 10+ years consultative sales experience with a proven ability to manage and grow accounts in a fast-paced environmentAt least 3 years' experience with market research tools and methodologies across either research or project management.Success-driven with the ability to be flexible and self-motivatedExcellent inter-personal and inter-departmental skillsPositive attitude with a solutions-based approachGrowth mindset to continuously develop skills and knowledge including participating in Toluna training as requiredMicrosoft Excel & PowerPoint proficiency essential. Google Sheets is a plus.Proficiency in advanced applications of CRM tools such as Salesforce.com, Monday.com, HubSpot, etc.Our Employee ValuesIntegrity & respect - We treat our colleagues, claients, and partners how we want to be treated.Success in unity - We deliver results by working as a team with common goals.Smart decisions in action - We implement plans without delay and stay nimble to change on demand.Make it simple - We simplify complexity, making the complex easy to understand.Be bold - We welcome big and small ideas that challenge and inspire us to change.Delight customers - We work tirelessly to exceed expectations, turning satisfaction into delight.Reward great work - We believe performance is the reason for advancement. Do good work and good things comeWhat we offerAt Toluna you will find an exciting and multicultural place to work. We employ the best and the brightest in our industry and we are always looking for rising stars to join our team. We are proud of our staff members, and we offer competitive salaries, a wide range of benefits and the chance to progress your career within a truly global organization.

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