Business Development Manager – US South East

Location
New York
Posted
Dec 17, 2012
Closes
Jan 16, 2013
Contact
Ms. Kirsty Devine
Duration
Full Time
The FT Corporate Content Sales team is responsible for licensing FT journalism directly to corporate customers. Exceptional double digit sales growth requires further expansion of the B2B content licensing sales team. This consultative sales position is responsible for all stages of the sales cycle, including: prospect identification, sales consultation, proposal creation, contract negotiation, and closing.

The Business Development Manager (BDM) is directly responsible for driving B2B content sales revenue within the Southeast sales territory. The successful candidate will call on a diverse group of senior managers and knowledge management professionals across a variety of industries, including technology, finance, and education in an effort to sell FT intellectual property licenses. The BDM will also liaise with the customer relationship management team during account handover and renewal process.

The successful candidate will develop a robust pipeline and meet the designated goals while working collaboratively with cross functional teams.


Key Tasks

• Exceed monthly sales activity levels
• Prospect, pitch, and close new business in excess of annual sales targets
• Analyse the sales territory in assigned sectors and prioritise new prospects
• Build and maintain sales pipeline in excess of 3x’s annual sales target
• Create new client relationships within industry sectors
• Develop sales account plans, proposals and contracts for new business
• Attend and network at industry events
• Work closely with CRM and support teams ensuring high levels of customer support
• Manage timely documentation of all sales activity via our CRM system


Essential Skills

• Minimum of 5 years ‘outside’ sales experience managing a remote sales territory
• Proven sales track record of surpassing sales targets and delivering year on year growth
• Experience planning and executing effective sales trips
• Understanding information industry, print circulation, dominate companies and technologies
• Experience selling to senior levels of management and centralised information professionals
• Demonstrated ability to adapt sales approach based on industry sector and function
• Awareness of wider industry segment business issues and ability to converse credibly with clients on a range of national and international business topics
• Excellent presentation and communication skills – specifically presenting complex solutions
• Ability to use influencing strategies to gain commitment
• High level of initiative and self-motivation, pro-active

Preferred Skills

• Previous Southeast sales experience, ideally in licensing, content, or renewable sales.
• Understanding of the online information industry, companies, and dominate technologies
• Proven track record in opening new revenue streams with subscription based services
• Proven ability to deliver new business against performance related targets
• Experience selling to senior levels of management and centralised information professionals
• Demonstrated ability to adapt sales approach based on client’s needs
• Understanding of wider industry segment business issues and ability to converse credibly with clients on a range of national and international business topics
• Excellent presentation and communication skills – specifically presenting complex solutions
• Ability to use influencing strategies to gain commitment
• High level of initiative and self-motivation, pro-active, solution oriented
• Up to 50% overnight travel may be required
• 5+ years experience in consultative, B2B digital subscription sales
• International business outlook / and in depth industry sector knowledge
• Business acumen
• Strong negotiation skills
• Task & time management proficiency
• Strong working knowledge of MS office programs
• Prior experience of using CRM systems, particularly sf.com