Description
The Business Development Manager (SME) will be responsible for identifying, qualifying and closing existing and new business related to the B2B sale of FT digital content across a portfolio of Small to Medium Enterprise accounts in the Corporate and Advisory sector, and working with assigned sector sales managers on strategic opportunities.
The individual is expected to develop and refine their sales strategy - that involves working with senior decision makers and centralised information professionals across SME and strategic prospect accounts in the Corporate & Advisory sector – to grow renewal and new business revenue.
They will manage the renewal of assigned accounts and the complete sales cycle from prospect through to contract stage
Key Tasks
• To renegotiate existing SME accounts to achieve individual, team revenue goals
• To identify, qualify, and close new business to achieve individual, team revenue goals
• To analyse the prospect base looking for gaps in accounts or prospects list
• To prepare account and / or territory plans
• To maintain a close liaison with strategic account management
• Manage documentation of all sales activity - (Global CRM / SalesLogix)
Essential skills
• Proven track record in delivering against revenue based targets
• Experience in selling to end-user teams, information buyers and procurement professionals
• Adapts approach to meet clients’ needs, responsive and flexible
• Experience managing ‘high volume, low touch’ transactions
• Excellent presentation and communication skills
• Ability to use influencing strategies to gain commitment
• High level of initiative and self-motivation
• The role will require limited travel
Preferred skills
• Experience in solution based and new business sales in the B2B / online information industry.
• Has international business outlook / industry knowledge.
• Good business acumen.
• Consultative sales and negotiating skills.
• Task & time management proficiency.
• Good working knowledge of MS office programs.
• Prior experience of using / working with CRM systems.
