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Business Development Manager – Chicago


Reports to: Global Sales Director

Location: Chicago, USA (Mostly within Territory – Business Travel 30-70%)

Date Posted: 23rd October, 2018

Purpose:

The Business Development Manager is responsible for the accelerating of the entire Compliance & Risks solutions suite of services within their territory or industries assigned to him/her; expanding and broadening the customer base by implementing the sales strategy across various segments of the business. The Business Development Manager is responsible for all aspects of the sales and key account management function from prospecting to closing to meet predefined sales targets.

Key Responsibilities:

Account Management

  • Proactively managing a book of enterprise-level iterable customers while building long term relationships
  • Navigating large companies to identify key stakeholders
  • Identifying new business opportunities in existing client organizations
  • Transitioning Compliance & Risks from Vendor to Partner status
  • Moving Compliance & Risks into Key Accounts strategic roadmap
  • Prioritizing client feature requests to generate the highest impact and satisfaction
  • Delivering on defined KPI goals related to quality of execution within assigned enterprise accounts
  • Exemplifying the positive attributes of being a team player and team builder across all departments
  • Ongoing management of account performance and effective delivery of results to key stakeholders
  • Creating and performing strategic initiatives for ensuring customer retention and expansion
  • Maintaining a trusted advisor relationship with each assigned enterprise account

Sales Lead Generation, Pipeline and Follow Up

  • Generating and following through your own target number of sales qualified leads as per your KPIs
  • Ensuring that you follow up assigned leads to you from Marketing, Business Lines, your own prospecting and the Exec Team within the agreed time frame
  • Working to reduce the company’s average sales cycle time
  • Adopting both a strategic & consultative selling approach and methodology to sales activities, building relationships, focusing on C level contacts
  • Networking
  • Prospecting
  • Cold calling
  • LinkedIn
  • Attending and presenting at Seminars, Conferences and Webinars
  • Reviewing accounts with Account Manager for opportunities
  • Maintaining an active opportunity pipeline as per the KPIs. Ensuring your progress on leads and pipeline is detailed to the agreed standard in the CRM so that reporting and analysis can be done accurately
  • Working closely with Sales Operations to ensure that you have an accurate sales forecast

Revenue Targets

  • Meeting and exceeding your orders and revenue targets for the quarter and the year for both new (30%) and existing (70% approx) clients
  • Developing and increasing sales and consulting efforts to existing and prospective clients at Enterprise level
  • Working closely with Renewals in Account Management to develop and close out (upsell) opportunities in existing accounts
  • Repositioning our product, C2P. This will be a move to migrate customers to content based pricing
  • Working with Account Management and other supporting functions to improve platform engagement by the client
  • Including Regulatory Product Compliance as part of every new sale with the aim of increasing the adoption, stickiness and enterprise level sale
  • Working to build revenue in EH&S, Market Access and Managed Services as per our strategic plan

Proposal and Contract negotiation

  • Reaching your proposal target number each quarter
  • Creating quality, consistent, enterprise level proposals where the desired number reaches contract negotiation stage
  • Using our knowledge, business acumen, negotiation and pricing skills to have your target number of deals signed each quarter
  • Utilizing other members of Exec Team, Business Lines, Sales Ops, Finance, Internal counsel, Client Support etc, to complete contract negotiations successfully

Collaboration with others internally

  • Working closely with your renewal assigned account managers to maximize revenue
  • Representing the Sales perspective on internal meetings
  • Inputting on design and development of C2P via the designer and the product managers
  • Inputting in the development of other offerings e.g. Managed Services, EHS/OHS, Regulatory Process Consulting
  • Working closely with the delivery team – Client Support, Legal Data, Regulatory Process Consulting, Market Access

Prior Experience and Qualifications:

  • Bachelor’s Engineering or Finance Degree or higher from an accredited institution
  • 6-10 years of enterprise level sales and account management experience, performing against customer satisfaction and revenue targets in a SaaS sales environment
  • Proven solution selling, sales process skill sets and governance, with experience of CRM (HubSpot, Salesforce)
  • Previous experience working in a fast-paced software start-up environment
  • Relationships built at C-Level
  • Well organized, pays attention to detail and superior project management skills
  • Enthusiastic team player with ability to think innovatively and make quick decisions
  • Superb written and verbal communication skills
  • Willingness to travel to client site, some nation wide, as needed

To apply for this position please click here.