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Business Development Manager
2 months ago
Job Title: Business Development Manager
Job Summary:
We are seeking a highly motivated and results-driven Business Development Manager to join our team at Informa Connect. As a Business Development Manager, you will be responsible for driving topline revenue growth by selling subscription access to our digital platform, partneringONE, in the life science partnering market.
Key Responsibilities:
- Identify and Close New Business Opportunities: Identify and close new business licensing opportunities for our digital platform, partneringONE, in the life science partnering market.
- Grow Subscription Sales: Increase subscription sales year-over-year to surpass annual sales quotas with a strong focus on hunting for net new business within the EMEA region.
- Understand Customer Needs: Committed to understanding the business development life science customer use cases in order to position the partneringONE platform as the ideal solution.
- Develop Regional Sales Plan: Develop and implement a comprehensive regional sales plan to drive revenue within assigned areas of focus. Collaborate with the Sales Director to identify areas of opportunity and develop strategies with measurable objectives.
- Market Research and Analysis: Study and engage in marketplace research and industry data. Through industry research, able to identify and target new companies/industry associations, as potential key accounts and strategic partners. Network and stay connected in the industry, understand trends, meet key industry players.
- Sales Pipeline Management: Maintain Salesforce customer database for accuracy and exceptional notes; conduct data clean-up and on-going maintenance. Actively maintain sales pipeline opportunity stages so that the pipeline is a true and accurate indicator of prospects' statuses; utilizes pipeline reports to provide sales forecasts to management.
- Collaboration and Communication: Participate in weekly scheduled meetings with both the sales team and the greater partnering product team to monitor progress, resolve any pending issues, and provide input/ideas. Frequent cross-functional collaboration and communication with cross-divisional teams such as Marketing and Customer Service teams to ensure a high level of customer satisfaction in all areas of digital platform sales.
- Performance Metrics: Success will be measured on weekly activity levels, including calls per week, sales against target, and new business leads per week. KPIs to include developing positive relationships with clients, customer retention, 1.5-2 hours of constructive calls each day, daily updates for line manager, updating Salesforce activity daily.
- Industry Events: Tracking and attending partnering industry events and conferences to connect with new prospects, build a strong pipeline, and keep up with industry life science trends.
Qualifications:
- Experience: 5+ years demonstrable experience/track record performing in a new business hunter role in a solutions-based subscription B2B environment.
- Stakeholder Management: Managing stakeholders within a range of different customers.
- Complex Sales Situations: Experience of complex sales situations and demonstratable history of Sales KPI delivery.
- Team Player: A team-player who encourages feedback from colleagues and contributes ideas to the team.
- Organizational Skills: Excellent organizational and time management skills.
- Adaptability: Working and adapting to various times zones for both customers and remote team members.
- Relationship Building: Ability to develop and maintain strong relationships with clients and colleagues.
