Business Development Manager - Media

Job Purpose:

Target specific companies and PR agencies in India and drive revenue by establishing Our Client as their exclusive or preferred supplier of targeting tools.

Key Results Areas :

- Highly proactive by ensuring that all clients are handled to the highest standards and everything is known about their corporate PR and marketing communications requirements throughout the year

- New Business generation across India by generating own leads and proposing solutions that lead to maximisation of revenues

- To quickly identify decision makers, influencers and “users” within the client base

- To maximise use of any research material or tools available in order to generate sales opportunities

- Ensure regular contact with clients and prospects on the phone and through meetings

- Highly proficient in demonstrating all Client services and products at all levels

- To become an ambassador for Our Client by developing strong relationships with customers face to face, through contact during meetings, presentations or at industry forums

- Always one step ahead in client negotiations by using lateral/creative thinking to outsmart and out think the competition

- Provide weekly feedback of sales activity including clients wins/losses, competition activity, product feedback etc.

- Follow up on all leads and opportunities to ensure that our Client maximises the chance of winning business

- Ensure potential and developing accounts are adequately referenced on our CRM system and that the system is being used accordingly to established good practise

- Share knowledge and expertise internally

- To comply with all company policies (for example, data protection, equal opportunities, diversity and confidentiality)

- Develop new business sales for all products and services, both over the telephone and face to face

- Self-starter who is motivated to pick up the phone, identify potential key clients, build relationships and close meetings and new business opportunities

- Confident and personable on the phone and face to face with excellent presentation skills

- Able to understand a client’s structure and quickly identify all decision makers, influences, and users within each company or Agency

- Ability to always be one step ahead in client negotiations by using lateral / creative thinking to outsmart and out think the competition

- When speaking to clients be inquisitive / ask the right questions / be an excellent listener

Competencies, Attributes, Knowledge:

- Proven track record of successfully hitting targets and growing client base

- Experience in building new relationships and hunting new business

- Experience of working in local and international marketplace

- Experience or a keen interest in the media industry

- Experience in complex, consultative or solution sales to high value accounts

- Ability to sell across a varied but intrinsically linked product range

- Demonstrable experience of selling to all levels of personnel both on the phone and face to face

- Good team player. Self-motivated, disciplined and able to remain corporately focused

- Have the energy and drive to work under pressure to hit tight targets

- Excellent organisation and time-management skills with a high attention to detail

- Ability to travel regularly

Desirable :

- Ability to identify potential new revenue streams for other sales teams

- Advanced/Specialist knowledge of a particular vertical market

- Sales experience within the news and media marketplace

- Have established contacts within relevant departments of FTSE 350 companies and the top 150 PR agencies in the UK

- Good knowledge/interest in the PR marketplace

- Previous sales training

- Experience of selling to senior management and board level