Expertise

Hunter Sales

Description

Business Development Manager – Media

The client provides consumer insights designed to empower success in today's on-demand, global economy. Powered by the perfect fusion of technology, expertise, and the largest global community of influencers at the ready, they deliver rich, reliable, real-time insights to individuals, and companies of all sizes and helps them to transform the way they obtain insights. 

Role Description
The role of a Business Development Manager in the UK Media Sales team is to drive acquisition of new logo clients in the vertical that support the achievement of quarterly and annual net new revenue targets, contributing to the success of the UK Media team. You will be responsible for developing the relationship with them, understanding their business objectives and how they conduct their insights activities.
As part of this you will identify opportunities to develop the agility of their approach to insights and leveraging their best-in-class Digital Solutions to help the client achieve their business goals.

Responsibilities
- Understand client requirements and create a demand for Toluna’s services mainly through new business (~80%) activity plus some account management (~20%)
- Meet or exceed all revenue, gross margin and digital solution team targets for existing accounts
- Lead generation & development to conversion
- Develop delighted customers who continue to purchase services on a regular basis
- Develop requirements for sector-based sales, marketing and thought leadership material in conjunction with Media Group Account Director
- Engage with client stakeholders including buying points, leadership and procurement teams
- Attend and if required speak at industry events
- Present to UK leadership team quarterly on performance
- Update and maintain CRM tool and submit periodic reports detailing activity (target prospects, meetings, bids) and sales volumes and values
- Work as part of a high performing team

Experience
- Proven ability to open up new companies from cold with achievement data provided at interview stage
- Consistent over achievement of sales targets through a balance of new business development and account development
- Experience selling to Media, Broadcast, PR & Comms Agency and preferably with some research sector, Insight, business intelligence or data background
- Used to working in a fast turn and consultative sales arena, covering a wide range of clients and doing the bidding and winning cycle themselves with a range of deal sizes and volumes
- Proven track record of multi-stakeholder engagement including director-level negotiation
- Wide range of sales achievement in creating and managing pipeline in differing environments:

• Transactional sales experience, typically with short sales cycles – such as in direct marketing, media, advertising or research
• Consultative sales experience in professional / marketing services context
• Managing long sales cycles for complex projects – software, operational implementation

Skills and Traits
• Charismatic and entrepreneurial approach to relationship building internally and externally
• Excellent communicator, including written and oral skills, who is able to articulate the company value proposition
• Ability to work independently as well as part of a team and multitask various projects
• Ability to handle large volumes of requests with tight turnaround requirements
• High levels of attention to detail with a structured approach to business development
• Minimum 5+ years consultative sales experience with a proven ability to manage and grow accounts in a fast-paced environment
• Success-driven with the ability to be flexible and self-motivated
• Excellent inter-personal and inter-departmental skills
• Positive attitude with a solutions-based approach
• Growth mindset to continuously develop skills and knowledge including participating in training as required
• Microsoft Excel & PowerPoint proficiency essential.
• Proficiency in advanced applications of CRM tools such as Salesforce.com
Work in line with the Employee Values
• Integrity & respect - We treat colleagues, clients, and partners as we’d like to be treated ourselves.
• Working as one team that succeeds - We are one team that delivers results through common goals
• Rapid, informed decisions, executed without any delay - We implement our plans and remain agile to change them when required
• Think big and embrace change - We welcome bold ideas
• Delighted customers, not satisfied ones - We work tirelessly to exceed client expectations, not just meet them
• Meritocracy - We reward individuals based on ability and talent and this is the guarantee that advancement in our group is based only on performance


Work location: Ealing, London

Location

Ealking, London

UNITED KINGDOM

Duration

36 Months

Possible extension for: