Description
The Business Development Manager will be responsible for identifying, qualifying and closing new business related to the B2B sale of FT digital content across a sector aligned portfolio of EMEA based accounts in the Corporate and Advisory sectors.
The individual is expected to develop and refine their sales strategy to grow new business revenue.
This will involve working with senior decision makers and centralised information professionals across prospect accounts.
They will manage the complete sales cycle from prospect through to contract stage and liaise with their account management colleagues during the new account handover and renewal phases.
Key Tasks
• To manage and develop revenue across a sector aligned portfolio
• To analyse the client base in assigned sectors and identify new prospects to target
• Build a robust sales pipeline to identify, qualify, and close new business to achieve individual & team revenue goals
• Forming new client relationships & networking within industry sectors
• To prepare account plans, proposals and contracts for new business
• To maintain a close liaison with account management and support teams, to ensure clients receive outstanding levels of customer service
• Manage documentation of all sales activity via a CRM system
Essential skills
• Proven track record in delivering against revenue based and performance related targets
• Experience in selling to senior decision makers and centralised information professionals
• Adapts approach to meet the client’s needs
• Demonstrates awareness of wider business issues + can converse credibly with clients on a range of business topics
• Excellent presentation and communication skills – specifically presenting complex solutions
• Ability to use influencing strategies to gain commitment
• High level of initiative and self-motivation, pro-active
• The role will require some travel
Preferred skills
• Experience in B2B solution based and consultative sales in the online information industry
• International business outlook / industry sector knowledge
• Business acumen
• Consultative sales and negotiating skills
• Task & time management proficiency
• Good working knowledge of MS office programs
• Prior experience of using CRM systems
