Consultancy Sales Executive

Infopro Digital, the B2B group specialising in information and technology, is currently looking for a Consultancy Sales Executive on a permanent contract to drive commercial success within the consultancy team at its Barbour ABI business. 

• Generate new business opportunities through proactive outreach across phone, email, LinkedIn and other appropriate channels.
• Build and maintain a healthy sales pipeline of consultancy opportunities.
• Research prospects, create and execute targeted outreach campaigns to generate meetings with senior decision-makers.
• Consistently achieve prospecting, meeting and pipeline creation targets. 

• Lead discovery conversations to understand client challenges, objectives and priorities.
• Qualify opportunities effectively and identify where Barbour ABI's consultancy capabilities can deliver value.
• Coordinate the involvement of consultants, analysts and senior stakeholders at the appropriate stages of the sales process.
• Build business cases and articulate the return on investment of consultancy projects.
• Develop and present proposals, scopes of work and commercial recommendations. 

• Full cycle sales management from initial contact through to signed contract.
• Maintain accurate pipeline reporting, forecasting and CRM records.
• Drive momentum through effective follow-up and stakeholder engagement. 

• Maintain a detailed understanding of Barbour ABI's consultancy capabilities, data assets and service offering.
• Develop knowledge of key built environment sectors and the challenges faced by clients.
• Contribute ideas that help develop and strengthen the consultancy proposition.

• Experience in data management and working with large data sets – queries, cleansing, data verification

• Strong data analysis skills, especially the ability to derive insight from data
• Experience using and configuring data visualisation tools such as Power BI, Tableau, Google Analytics
• Previous experience in research looking at data and statistics, especially company data and official statistics and reporting.
• An analytical, questioning mindset
• Able to run surveys and maximise response rates – technical set up (Qualtrics experience preferred), list management and comms and process flow to encourage participation.
• Good attention to detail
• Ability to work independently and as part of a team
• Experience in trends analysis and market forecasting
• Expertise in social media is desirable
• Construction sector experience is highly desirable
• Membership of MRS is highly desirable, or working towards accreditation

The AMA Research team works remotely but have a strong and supportive online network of communication and typically meet together in person every six to eight weeks. While reporting to the Head of Consultancy, you would have the support of the broader AMA Research team, all experts in particular subject areas and able to be brought into consultancy projects where appropriate. In addition, there is further support from the Barbour ABI research and data teams. AMA Research and Barbour ABI have recently become part of the Infopro Digital group, a global collection of information and data providers, many construction-focused.

This provides the potential for AMA Research to work with partners to expand our reach and potential. In short, these are exciting times for AMA Research and provide a great opportunity for the right person to build a great presence within the construction industry through working with an array of interesting clients and delivering strategic level insight and research.