Business Development Manager

• Support Collinson’s sub-regional Business Development activities across Loyalty products and services through a consultative approach within the financial sector
• 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
• 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
• Liaise with Loyalty consulting and/or pre-sales subject-matter experts to develop effective win strategies
• Facilitate two-way interaction with research and marketing, sharing data on sector developments, news, prospect/competitor insight and activities
• Liaise with regional account teams to introduce Loyalty products and services to existing clients in a strategic and coordinated manner
• Assist in managing responses to RFIs/RFPs including, ensuring the right casting and materials
• 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
• Liaise with the relevant Proposition owners, financial analyst(s), brand/marketing, and IT, to develop RFP responses and commercial proposals
• Co-ordinate and deliver all content to deadlines ensuring quality of execution
• Ensure thorough evaluation of commercial models to deliver optimal profitability balanced with all forecasted sales and program costs
• Effective and timely reporting standards and CRM utilization
• 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
• Timely updates of all prospecting information including all new/revised client/prospect contact status updates, meeting minutes, actions, win strategies and NBP stages into Salesforce
• Provision of clear sales performance against targets/objectives set and initiatives in place

• 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%)

Experience of selling consumer benefits, software as a service and/or marketing services would be distinctly advantageous

We are focused on continually evolving our purpose driven, high performing culture, providing an environment where our people have the opportunity to achieve their full potential and do interesting and meaningful work