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Key Accounts - Business Development Manager

Job Ref: AI-ONC
Type: Permanent
Sector: Digital
Salary: £ 75,000
Location: Hybrid - London

Benefits

£70000 - £75000 Basic +7% Sales+12%

Job Summary

  • To consistently meet and exceed monthly sales targets by building and maintaining a full pipeline of new business opportunities from a designated territory.
  • Utilising core sales techniques where appropriate e.g. lead generation, sales presentations to senior PR Directors, product demonstrations, managing trial process, proposal writing, negotiation and closing business.
  • Maintain an effective pipeline of relevant major prospective enterprise clients from an allocated territory.
  • Build a good quality, strategic sales plan that supports sales activities through the year

Job Description

Attributes of successful candidate:

Successful candidates will have demonstrated ambition and drive; be target-oriented, with a high-energy approach to creating and successfully closing opportunities.

 

A Business Development Manager should be capable of full life-cycle consultative sales from initial prospecting call through to closing the deal. He/she will be able to consult with clients to thoroughly understand their PR and communications objectives and be able to demonstrate how the portfolio of services can help them meet their business goals.

 

The candidate is expected to understand how key cultural trends relate to their clients and our ability to address their client’s needs.

Skills & attributes required:

  • Ideally over 3 years proven track record in managing revenue growth through Solution sales
  • Skilled in new business development
  • Passionate, self-motivated, tenacious, and financially driven.
  • Ability to assess opportunities at a strategic level rather than at a tactical level.
  • Demonstrate a sound knowledge of the sales cycle and ability to create a pipeline of profitable business
  • Good negotiator: ability to think on their feet
  • High level of interpersonal, influencing and team working skills

 

Core responsibilities:

  • To consistently meet and exceed monthly sales targets by building and maintaining a full pipeline of new business opportunities from a designated territory.
  • Utilising core sales techniques where appropriate e.g. lead generation, sales presentations to senior PR Directors, product demonstrations, managing trial process, proposal writing, negotiation and closing business.
  • Maintain an effective pipeline of relevant major prospective enterprise clients from an allocated territory.
  • Build a good quality, strategic sales plan that supports sales activities through the year

 

 

 

Creating opportunities:

  • To build, research and keep up-to-date a list of allocated major prospects, and the key decision makers within those organisations.
  • Identify key cultural themes/trends and understand how they relate to prospective clients.
  • To develop and maintain senior level relationships with prospective clients in allocated sectors through regular attendance to industry and other networking events and  -sponsored corporate entertainment.
  • To independently research and formulate a plan of approach for major prospects utilising key resources supplied.


Through the sales cycle:

  • To have an in-depth knowledge of our clients portfolio of services (News, Online, Broadcast, social media, Insight, Media Database) in order to provide an effective solution for prospective clients.
  • Develop and maintain good relationships during the sales process, maintaining regular, pertinent, and helpful contact with the prospect throughout the process to close.
  • Provide expert advice and guidance to the prospective client on related subjects such as copyright, best practise, industry expertise etc.
  • Carry out effective negotiation on pricing where required.
  • Formulate a clear proposal detailing the Media offering whilst managing the client’s expectations.
  • Provide a high-quality handover to the on-going Account Management team.

 

 

General:

  • Prepare effectively for calls and meetings.
  • Maintain high levels of commercial awareness in order to achieve the best possible financial outcome.
  • Maintain accurate CRM and other records of client interaction.
  • To participate with relevant networking activities, including attending client and industry functions (sales forums, award ceremonies, dinners etc).

 

Maximising Sales Performance:

  • Provide accurate forecasting to the Commercial Director
  • Utilising creative sales tactics to ensure monthly, quarterly, annual targets are reached and exceeded.

Required Skills

Attributes of successful candidate:

Successful candidates will have demonstrated ambition and drive; be target-oriented, with a high-energy approach to creating and successfully closing opportunities.

 

A Business Development Manager should be capable of full life-cycle consultative sales from initial prospecting call through to closing the deal. He/she will be able to consult with clients to thoroughly understand their PR and communications objectives and be able to demonstrate how the client's portfolio of services can help them meet their business goals.

 

The candidate is expected to understand how key cultural trends relate to their clients and our ability to address their client’s needs.

Skills & attributes required:

  • Ideally over 3 years proven track record in managing revenue growth through Solution sales
  • Skilled in new business development
  • Passionate, self-motivated, tenacious, and financially driven.
  • Ability to assess opportunities at a strategic level rather than at a tactical level.
  • Demonstrate a sound knowledge of the sales cycle and ability to create a pipeline of profitable business
  • Good negotiator: ability to think on their feet
  • High level of interpersonal, influencing and team working skills