Our client is a fast-growing thought leadership specialist with a product offering that spans three areas: Advisory, a set of services that helps clients to plan and execute effective and differentiated thought leadership campaigns; Research, which encompasses surveys, interview programmes, data modelling and desk research; and Content, which covers multi-format thought leadership campaigns, spanning reports, articles, opinion pieces, visual and interactive content. Their clients include a wide range of blue-chip corporate clients, primarily in professional services, financial services and technology. They are also now building a pipeline in the industrials sector.
They are now looking for a highly-skilled and experienced Business Development Manager to develop new business from existing client relationships to help drive the next phase of their international growth.
You’ll enjoy working in a fast-moving, dynamic environment. You will have experience selling complex services or solutions to senior decision makers in professional services organizations.
You’ll combine excellent client-facing skills with a strong grasp of how B2B companies use thought leadership research and content to achieve their marketing objectives.
You will help identify priority companies to target, develop relationships with senior marketing & communications executives, identify sales opportunities and manage the sales process from start to finish. This may from time-to-time require business travel within North America to meet with clients and prospects.
You’ll be supported by editorial, research, project management and marketing teams, a compelling set of products and services.
A snapshot of the role:
- Implementing the sales strategy.
- Identifying priority companies to target and prospective customers within these organizations.
- Developing relationships and driving new business within the assigned sales territory.
- Managing the entire sales process for any given sales opportunity including but not limited to; contacting prospects, pitching our proposition, arranging meetings, writing proposals, negotiating fees and drawing up contracts.
- Collaborating with sales colleagues across the group to identify opportunities to sell integrated solutions.
- Use the CRM system to track progress and manage prospects and opportunities effectively.
- Providing accurate sales forecasts on a regular and timely basis.
- Meeting or exceeding sales KPIs and revenue targets.
Your profile:
- Be a hunter – enjoy seeking out and qualifying new business opportunities.
- Have a minimum of 4 years sales experience with a proven track record of selling solutions to senior marketing & communication executives at large professional services organizations. Ideally with experience of content, research and/or media services.
- Feel comfortable calling and meeting with senior executives in large organizations.
- Have strong consultative sales skills, combining an excellent approach to needs discovery and building rapport quickly.
- An understanding of research methodologies and editorial processes.
- Demonstrate an awareness and understanding of the changing B2B media & publishing landscape.
- Excellent communication skills, both verbal and in writing
- A strong ideas person, with the ability to think creatively and innovatively
- Excellent organizational skills and meticulous attention to detail
- Resilience and a laser-focus on key priorities
