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Business Development Executive / Account Executive (Region: Europe)

About Frost & Sullivan:

Frost & Sullivan, the Growth Partnership Company, works in collaboration with clients to leverage visionary innovation that addresses the global challenges and related growth opportunities that will make or break today's market participants.

Our “Growth Partnership” supports clients by addressing these opportunities and incorporating two key elements driving visionary innovation: The Integrated Value Proposition and The Partnership Infrastructure. For more than 54 years, we have been developing growth strategies for the global 1000, emerging businesses, the public sector and the investment. For more information, please visit: http://www.frost.com

Who are we seeking?

At Frost & Sullivan, we seek people who will do more than just analysis. You will play a significant role understanding client's issues, challenges and aspirations. We believe that your ability to deliver solutions to clients' problems will depend more on your talent, skills and real life experience than just your degree.

We are keen to employ people who have the potential to understand client issues, work hard to understand the underlying issues and accord priority to finding solutions to solve the problems. Here, your contributions will be as much important as our thought leadership and experience supporting clients. We are seeking people who can see a way though unfamiliarity, make sense out of limited information and draw insights from ambiguity. This quality will be critical to drum up critical support – both internal and external – to push ideas, plans and recommendations.

Job Description:

As a Business Development Executive (BDE), your primary objective is to support your senior account manager with assigned accounts through lead generation, passing opportunities to more senior Frost & Sullivan associates for support in proposal design and closing. This is to be accomplished by truly listening to your clients’ needs, matching those needs to the Frost & Sullivan solution that best fits and passing the opportunity to a Growth Consulting (GC) or Growth Partnership Services (GPS) for continued support and closing of business.

Responsibilities:

  • Work with potential clients via phone, email and social media channels to understand their issues/needs.
  • Work with Sales Management/Analyst team to match these needs with Frost & Sullivan service lines.
  • Utilize Diagnostic Needs Assessment (DNA) Tool as an entry point into clients.
  • Attend weekly sales team meetings, participate and follow up on decisions made in these forums.
  • Create opportunities and pass leads to GC or GPS to Senior Sales Associates.
  • For all leads submitted, support the sales process as needed to “observe and learn” and thereby gain sales expertise.
  • Ensure that Frost & Sullivan clients receive the highest level of customer service.
  • Work with counterparts in other Frost & Sullivan offices to continue global integration of products and services.
  • Schedule GSDs (Growth Strategy Dialogs) with target accounts to enable the demonstration of Frost & Sullivan Thought Leadership.
  • Complete Weekly Sales Report (WSR) in timely manner meeting goals for calls, calls to executives, opportunity targets, proposal targets, and growth consulting lead targets.
  • Ensure rigorous management of time-allocation, setting and agreeing on monthly activity targets across the team.
  • Ensure Customer Relationship Management (CRM) History, Activity and Opportunity screens updated on a daily basis as changes occur.
  • Attend and participate actively on all internal team meetings.
  • Any other miscellaneous tasks assigned by the Sales Manager.
  • All BDEs are required to follow the latest Rules of the Road Document.

Qualification & Experience:

  • Experience in lead generation / pre sales / inside sales
  • Minimum Bachelor’s Degree.
  • Positive attitude and willing to learn.
  • Someone who can fluently speak English.
  • Any foreign language (Hebrew, German, etc) will be an advantage.
  • Demonstrated ability to meet and/or exceed determined sales and activity quotas.
  • Excellent written and verbal communication skills.
  • Proficient in MS Office products (Excel, Word, MS Outlook, MS PowerPoint).
  • Experience with Sales force or another CRM Software would be an added advantage.