Business Development Manager

£45-55k depending on experience plus commission
13 Dec 2012
13 Jan 2013
Agency Sales
Full Time
Contract Type

Our client is one of the worlds leading technology and IT publishers 

Job Purpose:   

This sales role will be focused on the development of the sales territory against our leading brands.

Based out of London the role will involve working with France & UK’s B2B Technology

Clients to create and deliver integrated online and lead generation programs against

their goals and objectives.

Main tasks and responsibilities:

Sales strategy and Personal Sales Performance


Working with the European Sales Director to develop sales plans and revenue forecasts where appropriate. Set realistic goals and ensure they are managed and implemented in the following areas;


·       Build strong relationships with Client side decision makers across Tier One and Tier Two accounts

·       Identify, structure, negotiate and close significant and complex deals

·       Build relationships and lead by example by driving to sell throughout the influencing chain

·       Utilise strong knowledge of client base to drive towards selling directly to the senior executive and final decision maker  - uncover and develop relationships at Marketing Director/CMO level/Head of Interactive/MD of Agency

·       Establish in-person relationships by conducting a high volume of face to face client meetings

·       Deliver specific targeted revenues on an individual basis as agreed with the European Sales Director  

·       Sustain and grow cross-brand revenue from all named Key Accounts as agreed with the European Sales Director  – these accounts are subject to change periodically

·       Identify and promote cross-media opportunities to support revenue targets for the media product brand extensions e.g. commerce, events, research, webcasting

·       Provide clients directly, and in-directly, with true consultative sales experience

·       Work within the sales team to assist with the development of new revenue initiatives

·       Work closely with any other members of the Sales team in sharing information including knowledge, strategies and successes


Forecasting and financial reporting

·       Manage the accurate reporting of sales revenues within the Salesforce account management system and report to European Sales Director on a weekly basis.

·       Track and report on sales calls.


·       Ability to work under pressure

·       Understanding of strong team work dynamic – ability to work effectively as part of a team

·       Ability to sell conceptually and consultatively

·       Self starting but recognition of when to ask for help

·       Great networker and proven record of building positive client relationships

·       Ability to be creative and adaptable in a dynamic entrepreneurial environment

·       Good communicator – externally and internally, upwards and downwards

·       Attention to detail in proposals, rate calculations and forecasting

Competencies for success:

·       Drive for results

·       Intellectual horsepower

·       Innovation management

·       Interpersonal savvy

·       Composure

·       Customer focus

·       Integrity and trust

·       Developing direct reports

·       Negotiation skills

·       Presentation skills