1. INTRODUCTION

Euromoney is one of the most recognised and reputed global brands within banking and financial services. Euromoney provides unique insights into the institutions and personalities that shape banking and drive global markets. With unrivalled access to senior and influential financial leaders across the world, it has covered every aspect of the industry’s development worldwide for the last 50 years.

The quality of our analysis is reflected by the prestige and trust in which our awards and benchmarking programmes are held, across the financial services industry. The banks use our products to differentiate themselves from their competitors, forming a key part of a Banks’s business development, IR & PR strategy. This ultimately helps them attract new clients, new investors and/or new talent to their institutions

2. JOB PURPOSE

The Business Development Manager reports to the Head of Sales for Euromoney. The role manages a set of clients, primarily in the transactional services market and will work to quarterly targets for accreditation and benchmarking, subscription and marketing services revenues. These targets will be achieved through developing a sales strategy which will look to increase existing spend and identifying new business. The role has significant weighting toward personal sales, but the successful candidate will also be expected to work closely with the research and sales teams to identify new opportunities. They will also be responsible for managing the full sales process for customers and prospects, from initial contact to final delivery.

3. CORE RESPONSIBILITIES

• Hit/exceed revenue targets on a quarterly and annual basis for the portfolio of Euromoney’s transactional services and regional awards programs.
• Manage and grow subscription and accreditation revenues from key client accounts, whilst prospecting for new business - effectively communicating Euromoney’s value proposition, technical offering and process
• Develop and implement an engagement and sales strategy for all awards programs in your remit.
• Work closely and collaboratively with colleagues on cross-territory commercial opportunities
• Understand the competitive landscape and market trends of various Financial Institutions and extract insights for product development/evolution
• Responsible for managing a personal sales forecast.
• Developing SalesForce usage to monitor personal performance vs sales target
• Client and prospect management through SalesForce
• Maintaining a live client relationship database that shows: “real-time” sales, pipeline progress (status/value), and captures the reason for renewal cancellations and new bus lost
• Accurately report and forecast progress to sales management on a regular (weekly), ongoing basis
• Build business relationships by attending relevant industry events and regularly meeting stake holder prospects.

• Euromoney Head of Sales and Business Development Managers
• Euromoney Commercial Director
• Euromoney analysts and researchers
• Head of Product Marketing
• Managing Director of Euromoney

5.                   SKILLS, KNOWLEDGE & EXPERIENCE

SKILLS AND KNOWLEDGE (essential)

• High standard of English (written/spoken) and numeracy
• Proven ability to influence across a complex organization with multiple stakeholders
• Experience of selling research and/or data lead sales
• Excellent presentation and telephone sales skills
• Confidence to deal with senior-level influencers, budget holders and decision makers
• Intellectual and professional curiosity for business development within the banking/finance, capital markets sector
• Entrepreneurial instincts
• Excellent organisational skills (especially time management)
• Adaptable approach to working – both team player and independent worker
• Tenacious sales approach while maintaining professionalism in client relationships
• Proficient understanding of Excel; Word; and Outlook

(desirable)

• Understanding of transactional services market
• Experience of CRM systems (esp. Salesforce)
• Experience of selling to financial services

EXPERIENCE (essential)

• Can present complex technical information in a clear and succinct manner
• Experience of selling to senior clients i.e. Managing Director level (in banking).
• Proven ability to effectively interpret, communicate and have an in-depth understanding of the product being sold. This includes a clear grasp of the target market and users of the product.
• Excellent questioning and listening skills
• High levels resilience and ability to overcome objections
• Ability to work quickly to deadlines, delivering high quality outputs.
• Highly collaborative teamwork skills