Sales Executive

CEB (NYSE: CEB)

Job Summary

The Sales Executive (SE) is the main new business winner in CEB, and focuses on growing our member base, rather than business development amongst well-established accounts. Suiting “hunters” with a honed consultative style, this is an excellent opportunity to be an integral part of CEB’s own growth and achievement of revenue targets in 2014 and beyond. Targeting C-Level executives of firms as yet un-penetrated by CEB, you will drive the pivotal moments where your leads turn into incisive value-based meetings, and reap the rewards (financial and otherwise) of negotiating contracts to a successful close.

Key Responsibilities:

• Generating C-level leads through professional networking and cold-call techniques (in-person & via telephone) and conducting sales meetings
  
• Prospecting and building new business across a pan-European territory – identifying new business opportunities within ‘new to CEB’ corporations
  
• Leading senior executives into active membership status through a consultative sales approach, managing the full negotiation and close process, managing the transition of these active members to the account manager team
• Commercial agility and acuity in order to navigate and understand the prospective members’ business needs and effectively articulate the programs’ value proposition
• Manage the sales cycle with an average sales cycle of 90 days or less
• Closing deals with an average size of £25k on a consistent basis

 Required Qualifications & Attributes:

• Undergraduate degree qualified.  Business related post-graduate studies an advantage.
• Most likely 5+ years of successful sales / business development experience; including proven experience in commercial negotiations within a blue-chip client base (C-level decision makers),
• Demonstrated ability to serve in a role with revenue responsibility and able to meet monthly, quarterly and annual financial goals
• Solid understanding of business concepts & dynamics for large national and international corporations
• Ability to manage multiple commercial processes, forecast with precision and identify challenges / bottlenecks to a positive commercial outcome
• Personal gravitas and credibility to earn time on C-level executive calendars and act as a CEB representative.
• Excellent communication skills (verbal and written) and the ability to create and deliver convincing arguments to an executive audience
• Superior time management skills and strong attention to detail
• Entrepreneurial spirit and ability to work in highly flexible, rapidly changing, ambiguous work  environment
• Willingness to conduct EMEA wide travel as required

Contact:

hclinton@executiveboard.com