Business Development Manager
Job - Summary of the Role, Key Duties & Responsibilities:
Our client is a FTSE 250 B2B media company. Their latest acquisition is an exciting business in the global telecoms infrastructure sector - and they are now l looking for an energetic, enthusiastic, driven and highly motivated sales person to join a fast paced commercial team. A high level of autonomy is essential to thrive within this challenging but rewarding position. The applicant will be supported in developing subject matter expertise in order to undertake a knowledge-based, consultative sales process, customising proposals to meet the needs of different clients. You will be selling sponsorship, exhibition, delegate tickets and subscription packages in the field of telecom infrastructure.
Person - Key Skills, Qualifications & Experience:
· 2-5 years B2B sales experience essential with the ability to work to and achieve targets
· High level of autonomy is essential, with a highly motivated, efficient and professional approach
· An ability to learn, understand and apply industry knowledge
· Strong organisational skills are important
· Degree level education whilst not essential is preferred. A high level of literacy and numeracy is essential
· Energy, work rate, commitment and productivity will be essential to success
The applicant will be required to learn and understand telecom infrastructure industry knowledge and the fundamental buying and selling dynamics within the supply chain. Knowledge learnt will be applied confidently in conversations, allowing the applicant to articulate and refine their value proposition to meet the needs of different clients, all the time using retained information to name drop key buy side companies and known drivers to help clients understand what’s in it for them to engage with my client's community.
The applicant will be required to source new leads autonomously based on their own research whilst also searching existing leads on salesforce to seek new business. A close relationship with the research and marketing teams is essential.
The applicant will manage their accounts and maintain excellent personal relationships with clients at all levels of the decision-making unit, ensuring that customer expectations are met and exceeded by coordinating with the operations department. In creating these relationships the applicant will be able to rebook, upsell and book multi-event deals allowing them to retain a minimum of 60% of repeat business each year.
A team player attitude is essential in this role, the applicant will be expected to meet colleague deadlines and deliverables, share vision and progress with the team and report accurate forecasts of their pipeline to create transparency of activities to ensure the team can maximise support
Energy, drive and confidence selling by phone and in person are essential to this role. The applicant will need to report 20 genuine, unique progressions each week to ensure events achieve and exceed targets and meet milestones as they arise. A high average yield will be achieved by negotiating on benefits rather than price and avoiding discounting.