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. Barbour ABI powers the UK built environment with the intelligence, insight and data our clients use to make better commercial decisions. Alongside our market-leading construction project leads service, we provide bespoke consultancy, market research, market sizing, strategic insight and analytics to organisations operating across the built environment.

As Consultancy Sales Executive, you will play a central role in the growth of Barbour ABI's consultancy division. This is a true 360 sales role, responsible for identifying opportunities, generating demand, managing prospects through the sales cycle and winning new projects. Working closely with the Head of Consultancy, you will develop and manage your own pipeline, engage senior decision-makers, understand client challenges and position bespoke consulting solutions that deliver measurable value. The consultancy team works remotely, meeting monthly at our Cheshire Oaks office (near Chester), with access to our London office near Liverpool Street. This is an opportunity to join a fast-growing team with significant scope for progression and direct exposure to high-value strategic projects across the built environment and related sectors.

Key Accountabilities:

• Business Development & Pipeline Generation: 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.
• Consultative Sales: 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.
• Opportunity Management & Sales Closure: 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.
• Market Awareness: 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.

Requirements

Essential:

• Minimum 2 years' experience in a B2B sales or in a business development role.
• Proven experience prospecting (including cold outreach) and managing your own sales pipeline.
• Strong consultative selling skills with the ability to uncover client needs and develop tailored solutions.
• Demonstrable track record of achieving or exceeding sales targets.
• Ability to engage confidently with senior stakeholders and decision-makers.
• Excellent verbal, written and presentation skills.
• Strong commercial awareness and negotiating skills.
• Highly organised with the ability to manage multiple opportunities simultaneously.

Desirable:

• Experience selling bespoke consultancy, market research, intelligence or professional services.
• Knowledge of the built environment, construction or property sectors.
• Familiarity with Salesforce and sales pipeline management.
• Experience preparing proposals, scopes of work and commercial submissions.

Personal Attributes:

• Self-motivated, resourceful and able to work independently towards ambitious targets.
• Curious and commercially minded, with a genuine interest in client challenges.
• Resilient and comfortable operating in a new business environment.
• A strong listener who quickly establishes credibility and trust.
• Collaborative, recognising when to involve subject matter experts.

What Success Looks Like:

• Consistently generating qualified opportunities and a sustainable consultancy pipeline.
• Delivering consultancy revenue growth through new client acquisition and account expansion.
• Developing long-term client relationships that generate repeat business.
• Becoming a trusted commercial partner to the Head of Consultancy and wider consulting team.
• Helping establish Barbour ABI as a leading consultancy and intelligence provider within the built environment.

Benefits:

• Remote working, with access to offices in London and Cheshire Oaks.
• 3pm finish on a Friday.
• 25 to 30 days holiday.
• Day off for your birthday.
• Purchase extra holidays.
• Volunteering days.
• Pension and Life Assurance.
• Great company culture that offers professional development, training and regular social events.

Our Foundations and Values:

At Infopro Digital, we are driven by core values such as entrepreneurial spirit, constant customer focus, promoting diversity, striving for significant impact, and a collaborative culture. Diversity is one of our core values. The Group is committed to a policy of equal opportunities and inclusion, from recruitment to career development, and we strive to provide an equitable working environment to promote the well-being of our teams.

Equal Opportunities: We provide equal opportunities to employees and job applicants and do not discriminate either directly or indirectly, because of any protected characteristic or any other characteristic or activity protected by law. To fully comply with all laws prohibiting discrimination in all phases of employment, we have set up a system of monitoring all job applications, we therefore ask you to complete the equal opportunities questions on this form. This information will be collected anonymously, in confidence and will not be seen by anyone directly involved in the hiring process, it will be stored separately and used only to provide statistics for monitoring purposes. There is no obligation on you to provide information. All applicants will be treated the same, whether or not they provide this information.