Description:
FT Specialist is a division of the FT Group, providing specialist audiences with essential information and insight that helps them make better decisions and operate more effectively.
We are looking for a Business Development Manager to join our London-based subscription sales team, with responsibility for driving new corporate subscription sales for FT Specialist’s banking products, including The Banker and The Banker Database. These products provide insight, data and analysis to organisations across the global banking community.
You will focus on developing relationships with prospective clients, identifying new business opportunities and delivering against sales targets. Working through a mix of face-to-face, virtual and telephone-based sales activity, you will manage opportunities throughout the sales cycle and build strong relationships with decision-makers.
The role reports to FT Specialist’s Global Head of Subscription Sales, based in London.
Key Responsibilities
- Present and sell FT Specialist’s banking products effectively to prospective and existing clients.
- Build, develop and maintain strong relationships with customers and prospects.
- Deliver against agreed new-business sales targets.
- Manage opportunities throughout the sales cycle, from prospecting and initial engagement through to negotiation and close.
- Prepare and deliver presentations, proposals and sales contracts, and lead detailed sales discussions with prospective clients.
- Use marketing and customer data effectively to identify opportunities and generate subscription sales.
- Maintain an accurate sales pipeline and provide regular reporting on activity, opportunities and forecasts.
- Proactively develop new business through outbound prospecting, including telephone and email engagement.
- Gather and communicate market and customer feedback to help inform ongoing product development and commercial strategy.
- Clearly explain subscription terms, conditions and relevant company policies to customers.
- Represent FT Specialist at relevant conferences and industry events, building relationships and identifying new opportunities.
- Work collaboratively with colleagues across teams including editorial and marketing.
Required Skills And Experience
- Experience selling into the banking or wider financial services sector, with a good understanding of the industry and its customers.
- A strong track record in new-business sales, including experience selling through face-to-face, telephone, email and virtual channels.
- Experience in prospecting, lead development, lead follow-up, targeted account selling and closing new business.
- Strong persuasion, negotiation and commercial communication skills.
- A consultative sales approach, with the ability to understand customer needs and communicate a compelling value proposition.
- Strong relationship-building and interpersonal skills, including the ability to listen carefully and communicate effectively with stakeholders at different levels of seniority.
- Experience managing complex or high-value client relationships.
- Strong organisational and time-management skills, with the ability to manage multiple opportunities in a fast-paced environment.
- A commitment to delivering excellent customer service.
- A proactive and resilient approach to new-business development and problem-solving.
- The ability to work independently while contributing effectively as part of a collaborative team.
- Confidence presenting to clients and prospective customers at a range of levels.