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Commercial Head of Sports - India



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2 months ago
105 Viewed
2 Applied

Job Description

Key Responsibilities

New Business Prospect Planning and Lead Generation

  • Work closely with the General Manager to complete a full territory analysis highlighting where you see opportunity and prospective clients and communicate your target accounts for the year.
  • Complete and maintain your sales plan to ensure you're able to achieve your target.
  • Plan for hitting target at the beginning of the year, maintain on a monthly basis and ensure action plan for identifying new business is completed.
  • Work with internal stakeholders and sector experts to build YouGov's profile within your target accounts list
  • Support sales development representatives, within your sectors, on inbound leads
  • Full use of CRM (Salesforce) and keeping client information up to date.
  • Ensure that a number of opportunities are created on a weekly basis across all products in order to reach targets.

Sales Process

  • Use the Challenger methodology of selling: Credibility, Insight, Crank it up, Personalise, Test solution and Pitch product.
  • Use this approach in all communication with your client.
  • Qualify your pipeline accurately using metrics and ensure your pipeline can fulfil your target.
  • Follow up on all marketing campaigns, alongside Sales Development Representative, making sure the best approach/person represents YouGov.

Customer and Partner Relationship Management

  • Understand who are your contacts and the Decision Making Unit (DMU) for each customer.
  • Identify new contacts to sell to.
  • Network and be in regular contact with prospects, this will be done weekly, including setting up meetings.
  • Be able to collect testimonials and create case studies from clients.

Knowledge of Product and Services

  • Be a sector expert with domain knowledge of Sports research including but not limited to sponsorship and media valuations.
  • Develop an excellent level of product knowledge across the whole of YouGov's portfolio.
  • Be able to present each product and service in the Challenger style.
  • Identify and present the right solution to the customer.
  • Identify buying points and contacts across full territory based on required job titles.
  • Ensure all conversations and sales are recorded in the CRM system.

Market and Industry Knowledge

  • Network and represent YouGov at industry events related to sports marketing and research.
  • Build and maintain general knowledge about the clients market and the industry. Use this knowledge to create business opportunities and eventually use this to become a sector expert in your area.

Skills required

You should have:

  • Good written, oral and electronic communication skills
  • Presentation skills
  • Good client focus and handling skills
  • Strong business and commercial acumen
  • Experience using CRM systems like Salesforce
  • Problem solving, analytical and numerical skills

You should be:

  • Proactive in sales focus
  • Able to self-organize and self-manage to achieve business development targets

Experience required

  • Sports market research experience preferred
  • Sales experience and performance especially in B2B sales
  • Proficient in sales processes, making proposals and responding to RFP's

Education and qualifications

  • Fluent written and spoken English
  • Graduate with MBA degree preferred
  • Numerical skill sets

This is not an exhaustive list, and you will be expected to be flexible in your approach to carrying out your duties, that may change from time to time to reflect changes in the Company's circumstances. This will include providing cover for colleagues as required. The Company therefore reserves the right to vary the job description in consultation with you.

Company Description And Culture

YouGov is a global online research company, offering insight into what the world thinks.

We speak daily to our panel of over 24 million registered members to understand opinion and behaviors around the world. We have a strong reputation as a source of accurate data and we're trusted by the world's biggest brands to get it right, making us the most quoted market research source in the world.

Why join YouGov

Join our global team to help us achieve our social mission: to make millions of people's opinions heard for the benefit of our local, national, and international communities.

Understanding diversity of opinion requires diversity of background. Although our global panel of millions of people worldwide powers our research, our biggest asset is our people. If our research is to be truly representative of what the world thinks, we need people from all walks of life to be part of the team to bring their perspective to the work we do.

Life at YouGov

We are driven by a set of shared values. We are fast, fearless, and innovative. We work diligently to get it right. We are guided by accuracy, ethics, and proven methodologies. We respect and trust each other, bringing these values into everything that we do.

We strive to provide YouGovers with best-in-class benefits to support their physical, financial, and emotional wellbeing. We want our employees to have a sense of belonging and uniqueness in a supportive workplace, so they can bring their full selves to work.

Equal Opportunity Employer

As an Equal Opportunity Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, gender identity or expression, and sexual orientation), parental status, national origin, marital status, age, disability, genetic information, HIV status, political affiliation, socioeconomic background, veteran status or any other characteristic protected by law or in line with our responsibilities as a fair and ethic employer. All employment decisions are made based on occupational qualifications, merit, and business need.

Data Privacy

To find out how we collect and use your personal data when you apply for a role at YouGov, please read our privacy notice at


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Last Updated: 28-05-2024 11:09:55 PM
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