Business Development Executive


Central London

£35,000 p.a. + commission (OTE c£50,000 p.a. uncapped)

Our client is a global insights and research agency that is looking for an experienced business development executive who will primarily be responsible for upselling services to an existing portfolio of clients with an annual spend less than £10K via a combination of proactive sales activities and responding to inbound enquiries.

This role is a new addition to the team so comes with an opportunity to work closely with the Commercial Director to establish the upsell strategy into this client base as well as define and shape processes and practices to support the successful attainment of the targets. It will involve a degree of cross-departmental collaboration such as Client Services, Marketing to support your plans and activities.

As a Business Development Consultant you will report to the Commercial Director.  You will have significant new business and business development sales experience, with a track record of achieving excellent results in a highly competitive business to business environment. An understanding of reputation intelligence services and related sectors would be considered a significant advantage.  Good career progression.

Main responsibilities:

  • Alongside the Director, define strategies to optimise the upsell opportunity within your client base
  • Prioritise and analyse your wider account territory to ensure you are focused on the right clients
  • Respond in a timely fashion to inbound enquiries and requests for proposals
  • Meet and exceed monthly sales targets by building and maintaining a full pipeline of upsell and cross-sell opportunities within this designated territory
  • Be the point person throughout any form of retention/competitive re-pitch or review and deliver a comprehensive response on time
  • To be fully conversant of all company services to effectively sell these within your designated territory
  • Define and deliver processes and practices to drive an increase in upsell opportunities as well as respond to any renewal/RFP requests 
  • High level of proactivity to support the generation, development and execution of your pipeline
  • Maintain and develop an existing client base
  • To ascertain changing requirements with existing services and to communicate these back into the business
  • To provide client feedback to the Product Development team on new requirements and enhancements for consideration
  • To participate with relevant networking activities, including attending client and industry functions (sales forums, award ceremonies, dinners etc)

Key objectives:

  • Consistently achieve revenue targets
  • Provide accurate forecasting and reporting to the Commercial Director
  • Proactively identify and develop new requirements and opportunities across your designated territory
  • Proactively identify opportunities to sell into related stakeholders and organisations such as subsidiaries, divisions, sub-brands, parent groups, partners and suppliers
  • Understand and highlight the value our capabilities can bring and successfully demonstrate our services to clients
  • Deliver expert advice and guidance both internally and externally
  • Build, implement, and maintain an effective sales development plan
  • Monitor and analyse ongoing client revenues and development against this plan
  • Maintain an awareness of key news and events relevant to specific clients around which to target discussions
  • Compile proposals where relevant

Experience required:

  • 3 years relevant experience in new business, business to business, business development sales environment ideally within the PR and Communications industry
  • Experience of selling into C-suite executives, across multiple stakeholders and divisions within a company
  • Strong track record of new business and account development attainment of targets in a highly competitive environment
  • Success of sales cycle and pipeline management leading to attainment of revenues and other designated targets/KPI’s
  • Success in identifying, nurturing and converting opportunities within existing accounts in order to grow and further cement our position within that client
  • Good lateral and analytical thinking skills, with an ability to devise innovative and effective solutions
  • High level of interpersonal, influencing and team working skills
  • Strong negotiator with the ability to think on their feet
  • Ability to plan and manage time effectively to ensure maximum productivity
  • Meet and exceed client expectations at all times
  • Analytical and problem-solving skills

Salary: £35K basic £50K on target earnings

Location: London

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