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Senior Associate, Business Development (US market)

Information About This Job

Job Title: Senior Associate, Business Development (US market)
Contract Type: Permanent
Location: Washington, D.C.
Salary: Competitive Salary
Contact Name: Ben Kinley
Contact Email: Ben Kinley
Job Published: over 1 year ago

Job Description

=A senior sales role (typically 2-3 years of relevant experience) with responsibility for revenue generation according to agreed SIAS targets in the US market and directly assisting the Business Development Manager in ensuring effective sales and marketing operations, managing business development workflow, and delivery of high-quality sales and client service. This includes ensuring proposals and client-facing material prepared by the business development team are of a high standard.


About The Role

Reporting to London-based BD Manager, the Senior Associate is responsible for SIAS new business sales, renewals and account management. He or she is also expected to participate in general business development activities for the I&A practices, and wider group, where appropriate.
The Senior Associate combines sales experience with knowledge and credibility in the field of security and political risk, with the objective of accelerating the practice’s commercial success.
Close consultation with the BD Manager is necessary to execute business development strategies and ensure that the team is working towards its objective of maximising high-quality sales.


Key Responsibilities

Sales and Sales Management - 90%

  • carry out the practice’s sales and business development activities in the US, including lead acceptance, opportunity generation (including cold calling), inbound lead management, scoping and proposal writing, fee negotiation and opportunity conversion, account management and renewals for SIAS (and other products as directed)

  • conduct sales and client meetings, deliver product demonstrations and manage customer trials

  • attend and present at events, and be able to clearly and effectively describe the benefits of SIAS in a variety of settings

  • liaise between clients and I&A’s analyst team to ensure that SIAS content reflects client demand

  • develop and hold key client relationships and manage accounts for renewals

  • work closely with other parts of the company to ensure cross-selling opportunities are maximised

  • make full use of CRM system to track and manage  leads, opportunities and renewals , as well as exploit marketing opportunities


Marketing and group activity 10%

  • work closely with the BD Manager, Head of I&A and the marketing team to foster effective lead generation through events, marketing collateral, external communications, PR and social media

  • nurture client relationships with the objective of ensuring complete satisfaction


Key Targets

  • Meet a personal sales target to be agreed on an annual basis with Head of I&A, and assist in achieving a team target

  • Develop sustainable processes and systems for subscription sales and renewals


Skills & Experience

  • Very strong interpersonal and communication skills

  • Clear understanding of sales processes

  • Proven interest in, and ability to speak cogently about, current affairs and international security

  • Demonstrable track record of building and maintaining strong client relationships

  • Solid understanding of the sectors in which the company most frequently operates (e.g. oil and gas, mining, banking and finance, infrastructure)

  • A high capacity for work and ability to manage multiple competing demands

  • Determined and robust attitude with a strong commitment to succeed

  • Educated to degree level in international relations, politics or related subjects

  • Computer literate, with experience of using cloud-based presentation systems (e.g. Webex, GoToMeeting,, etc.)

  • Experience of is an advantage but not essential


Additional Information

  • Given the nature of the role, some work outside of normal office hours is likely to be necessary

  • The role is Washington-based but is likely to require frequent US domestic travel, and international travel from time-to-time

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