Business Development Manager - Healthcare [China]

 

Introduction:

As the research and analysis division of the Economist Group, The Economist Intelligence Unit (EIU) helps leaders prepare for opportunity, empowering them to act with confidence when making strategic decisions. The EIU is the global standard in providing quality, actionable intelligence to the public and private sector, assessing issues that impact the marketplace for over two hundred countries. The Custom Research (CR) division acts as the consultancy arm of the EIU, providing research and analytical solutions to business, governments, international organisations and NGOs.

We are looking for a Business Development Manager (BDM) who will be responsible for selling data and customized research to key prospects in the China Healthcare market.

The ideal candidate will have strong consultative sales skills, but be equally comfortable prospecting and building new business leads. They will be expected to engage with senior decision makers across a range of sectors within the healthcare industry, with a particular focus on stakeholders within medical technology and pharmaceutical companies.

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The BDM will be expected to become an expert on the various healthcare research tools and capabilities at their disposal, and be able to present these to clients and prospects, identifying opportunities for business and working with the wider healthcare team to respond with customized proposals.

Accountabilities:

How you would contribute:

• Work with the Senior Associate Consultant to formulate and execute the sales strategy for the territory
• Be responsible for a defined sales territory target, including EIU healthcare data and customized research
• Manage the entire sales process (prospect, qualify, proposal, negotiate and close) and work effectively with the data and consulting teams to manage key accounts
• Support the wider EIU commercial teams with HC specific capabilities on integrated proposals
• New business development activities (cold calls, face to face meetings)
• Engage in regular travel to see clients and prospects in allocated territory
• Work closely with the various EIU healthcare research and editorial teams to architect the best solutions
• Prepare new client proposals, electronic contracts and to negotiate beneficial business terms
• Prepare timely sales reports and manage personal pipeline and forecasts.
• Keep current with the EIU portfolio, competitive marketplace and key developments in the Healthcare industry

Experience, skills and professional attributes:

The ideal skills for the role are:

• A degree in a business related discipline
• At least 4 years of solid experience in a consultative sales role; able to hunt for new business, understand client needs and match them to the appropriate services with EIU’s portfolio
• Proven success in big ticket sales or complex sales in research or consulting solutions to clients in the healthcare industry
• Experience of interfacing with operation research teams to develop complex solutions.
• Experience in managing sales relationship including strong comfort level selling to key decision makers of MNC/Local companies
• Knowledge of all basic programs such as word, excel, powerpoint and CRM system
• Fluent in Mandarin and good written and spoken English
• Self- motivated, goal oriented, energetic and enthusiastic characteristic
• An ability to work in a fast-paced, fluid, team-oriented environment.

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