Areas of Responsibility and Accountability:
Building and executing the sales plan for the conference portfolio (outside of large-scale events)
Achieving personal and event revenue targets for the conference portfolio (outside of large-scale events)
Collaborating with team members to ensure they achieve their personal targets for the conference portfolio (outside of large-scale events)
Building and executing B&D new business development and account management plans for all events and products within the Service Provider Market
Identifying and engaging with new prospects within this Market to gain an understanding of their specific challenges and needs
Having an in-depth knowledge of company digital marketing services products, services, solutions and value proposition
Working closely with customers to ensure ROI
Meet with customers face to face, over the phone, virtually or in writing
Identify and map potential Customer pain points/needs/challenges and accurately position company products, services and solutions as a solution to them
Write business proposals, drafting and reviewing Customer Contracts
Negotiate with multiple stakeholders for a win/win outcome
Prepare sales forecasts and analysis and present findings to management through weekly, monthly, quarterly and yearly reporting including risks, opportunities, wins and losses
Work as a pro-active member of a high energy/high activity/high achieving business development cohort
Achieving revenue targets, proactively responding to inbound enquiries, and self-generated leads based on market and product understanding.
Work collaboratively across the company to promote the wider capabilities and solutions
Build a social media presence through social selling to drive referrals and nurture potential Customers
Stay abreast of trends and changes in the business world locally and internationally
Keep Customer information/records up to date such as interactions, transactions, pipelines, new business account plans and record on the CRM system.
Proactively develop yourself, stay abreast of the changing business/industry landscape and have a personal development plan (IDP) utilising the Sales Excellence Competencies.
Work on projects across the business as and when required
Attend/participate in company and industry relevant seminars, associations, events, conference and competitor events where appropriate
Measures of Success:
Personal revenue targets
Conference portfolio revenue targets
New business revenue against target/KPIs
Number of net, new logos and new subsidiaries of existing logos
Forecasting accuracy
Ability to follow process – Salesforce / Forecasting / internal operations
Pipeline conversion rate
Achieve total revenue and profit targets monthly, quarterly and annually in line with New business Sales Strategy,
Individual Development plan in place embracing Sales Excellence
Work with the team to deliver solutions and share best practices
New business/Customer development plan objectives v. achievements
Qualifications
Industry experience within a New Business hunting role.
Demonstrable experience/track record performing in a new business hunter role in a solutions-based B2B environment.
Has a network of clients in at leas one market/sector and a proven track record in new business development.
Knowledge of the Tech / Telecoms marketplace and the business models within it.
Managing stakeholders within a range of different customers
Has an established network of Clients/Customers/contacts at all levels within the Industry and associated markets
Demonstrable knowledge of the competitive landscape.
Experience of complex sales situations and demonstrable history of Sales KPI delivery
Experience using CRM to manage Customer data and forecast sales opportunities