Senior Manager - Business Development - Loyalty & Rewards Firm

Job title Sr. Manager, Business Development

Department Planning and Business Development

Purpose of the job :

The overall purpose is to take responsibility for the generation of profitable revenue from newly named business.

- Contribute to new business strategy.

- Develop a highly qualified approach to targeting new opportunities and identifying prospects.

- Contact prospects to open and build relationships in a proactive and value-added manner

- Building relationships and convincing potential clients of our capabilities so that they provide us with the opportunities to pitch our value to them.

- Supporting the pitch process using target customer and market insight plus a clear understanding of client needs to leverage the right capabilities of a client to differentiate and win new business

Key responsibilities :

- To execute the strategic business development plan for the client including target sectors, contact strategy and follow-up activities

- To identify selected prospective clients, target client contact, manage initial contact, building relationships with key contacts then proactively supporting the closing of agreements to secure profitable revenue.

- To research and understand potential client needs in targeted industry sectors consider solutions and turn these into powerful and inspiring briefs

- Develop new business through existing clients

- Develop new business through research, prospecting, and networking

- Support the development of presentations and business development tools

- Respond to inbound RFP's working with planning/ presales/ product team and other stakeholders where required

- To support the team on the preparation of proposals for new business.

- To provide feedback relevant to a client where the market demands new relevant client requirements and ideas for new product/proposition development

- Manage a telesales function.

- Reporting of the business development activity.

- Keep an up to date and accurate pipeline using Salesforce

Performance measures :

- Pipeline generation - Contacts, Leads, Prospects, Pitches, Closes - measured at every stage of the sales process

- Sales Net Revenue (Gross Margin) from new named accounts

- Continual improvement of pitch activity in terms of assessed quality of the - face of client as we present ourselves to market.

Knowledge, skills, and experience required :

This successful candidate requires significant experience in the development of both inbound and outbound new business opportunities within and benefits and loyalty agency environment with proven capabilities in proactive business development, prospect pipeline building and most importantly pitching, then winning new named business, ideally combined with a good understanding of loyalty programmes, CRM, data and digital marketing.

- Minimum 7+ years experience (or equivalent) in sales and marketing working with benefits or loyalty companies

- Ability to sell services to a client, with credible and professional selling skills, developing strong relationships and close the business to ensure a successful and complete sale

- Entrepreneurial nature with excellent commercial acumen

- Excellent people and relationship development skills comfortable in a matrix environment

- Confident, self-motivated and excited by this opportunity to take the client message to market

- Prior experience in FS, travel or dealing with Insurance, financial services or travel business an advantage

- Excellent computer skills including a good knowledge of Microsoft products including; Excel, Word, PowerPoint

- Excellent organizational skills

- Multicultural sensitivity working between regions and with a worldwide staff

- Fluent in English (writing and speaking)

Other information :

- There is potential for any opportunity to lead to further client work outside of loyalty and benefits and this is within scope but not the specific purpose

Shraddha Mehta