Business Development Manager, Health Policy Practice - EIU

Economist   •  

Washington, DC

Industry: Business Services


5 - 7 years

Posted 299 days ago

This job is no longer available.


In this role you will be expected to:

  • Work with the Commercial Director and Practice Head to formulate and execute the sales strategy for their territory
  • Be responsible for a defined sales territory target
  • Manage the entire sales process (prospect, quality, proposal, negotiate and close) and work effectively with the consultant and analyst teams
  • Support the wider EIU commercial teams with healthcare specific capabilities on integrated proposals
  • Engage in all new business development activities (cold calls, face to face meetings)
  • Engage in regular travel to see clients and prospects in allocated territory
  • Manage all sales related expenses within the agreed territory and ensure spend levels do not exceed budget levels
  • Work closely with the various EIU healthcare research and consulting teams to architect the best solutions for clients
  • 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

To succeed in the role will demonstrate:


  • Proven success in big ticket sales and complex projects
  • Successful track record of working with clients in the healthcare sector
  • Experience of interfacing with operational health policy teams to develop complex customized solutions
  • 5+ years experience and strong comfort level selling to senior decision makers of large multinational companies
  • Experience in managing sales relationships
  • Evidence of expanding the client base and broadening existing clients’ product profile
  • Strong working knowledge of the global health landscape and selling to clients in that sector
  • Understanding of the key relationships and strategic issues facing the industry globally
  • Knowledge of all basic IT programs such as word, excel, powerpoint, etc
  • Knowledge of working with a sales CRM system
  • An understanding of trends in data visualization and content management 
  • The ability to maintain the high quality and professional image of The Economist Group in all communications and dealings with clients and prospects
  • Fluency in English 


Experience, skills and professional attributes

To succeed in this role you will have:

  • Solid experience in a consultative sales role
  • Experience of both new business development and key account management as well as experience of selling research or consulting solutions
  • An undergraduate degree or equivalent work experience, an MBA is desirable
  • Experience with clear, constant, accurate reporting
  • Experience in high quality management and servicing of existing accounts
  • Strong knowledge of EIU capabilities and macroeconomic principles

ID  2018-4398