Business Development Manager
Collinson
full-time
Posted on:
Location Type: Hybrid
Location: Dallas • Florida • Texas • United States
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Tech Stack
About the role
- Responsible for creating and managing a robust pipeline of new client business with suitable urgency and rigour around prospecting process.
- While working in a matrix environment, define an effective Go To Market strategy and associated forecast for the travel sector in full alignment with the leadership team.
- Support the realization of new revenue through pipeline management, RFP/pitch success and large projects sold within 12 months.
- Raise profile, awareness, and clarity of Collinson’s Loyalty proposition in the market, while also representing other Collinson group solutions.
- Help develop sales plan, identifying key prospects; identify and target key decision makers and influencers across all prospect organizations.
- Identify key sales cycles for major contracts/opportunities from RFPs within the financial sector.
- Map and understand the competitor set – which is now diverse and fragmented (loyalty tech providers boutique data shops, to traditional Loyalty providers like Merkel and AIMIA, as well as CRM agencies).
- Help develop effective and maintain constructive contact strategies with clients and prospects.
- Champion the cross-selling of Collinson Loyalty products and services to existing clients in collaboration with regional account management teams.
- Represent Collinson at key industry and corporate events to develop the brand profile and sales pipeline.
- Collaborate with key internal stakeholders throughout the new business process.
- Work in tandem with the consulting and pre-sales team to ensure a smooth transition from sales into product demonstration, commercial negotiation, and sales closure.
- Ensure thorough evaluation of commercial models to deliver optimal profitability balanced with all forecasted sales and program costs.
- Adherence to Group new business processes (NBP), pipeline reporting requirements.
- Fulfilment of all regular and ad-hoc reporting in line with requirements set by line-manager (and members of the leadership team from time to time).
Requirements
- Proven consultative selling and negotiation skills, up to and including C-Level.
- Understanding of the competitive landscape.
- Ability to identify and propose win-win business terms for both Clients and Collinson.
- Ability to positively build relationships and influence internal constituents to efficiently execute and close sales.
- Experience negotiating legal agreements and working with inside council to ensure needs of both the client and Collinson are met via the contracting process.
- Ability to formulate and articulate the internal pro-forma process to ensure deal financial hurdles are met.
- Agility to generate cold leads and develop warm leads credibly at all levels.
- Understanding of the loyalty and benefits products in the travel sector, and the key players that focus on loyalty, rewards, and member benefits.
- Experience of selling consumer benefits, software as a service and/or marketing services would be distinctly advantageous.
- Ability to lead by example; act decisively, able to manage challenging deadlines and requests effectively.
- Use of own initiative, self-motivated, ability to hit the ground running.
- Ability to recognize opportunities where other regional Collinson markets may benefit from introductions and/or multi market opportunities.
- Ability to travel as needed (estimated 25-50%).
Benefits
- Professional development opportunities
- Flexible working arrangements
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
consultative sellingnegotiation skillspipeline managementRFP managementsales forecastingcontract negotiationfinancial modelinglead generationsales planningCRM
Soft Skills
relationship buildinginfluencingdecisivenessself-motivationinitiativeagilitycollaborationcommunicationproblem-solvingtime management