FRENCH BDM – £35-65K – LONDON
My client, a major analyst house, are recruiting for French speaking (native/fluent) BDM's with solution / consultative sales skills. The BDM is the senior focal point for all customer interaction throughout the entire sales and renewal cycle, and represents an exciting new hybrid way in which we interact with our members. BDM can look forward to involvement becoming an expert in the pool of organisations assigned to them, whilst remaining attached to a practice and wielding the functional expertise that creates. The BDM looks after their accounts from initial sale through to year-on-year renewal and account growth, specifically taking responsibility for cross selling. Key Responsibilities: Commercial and Account Management Maintain responsibility for all commercial activities (both sales and renewals) within a practice, for a pool of companies. The number of companies in each pool will vary according to the segment of the model (Key Accounts, Compass or Classic), but will typically be in the range of 20-50. • Utilise existing member relationships to contact new business leads and generate cross-selling opportunities. • Determine and apply appropriate tactics to drive urgency in sales cycle • Across an annual cycle, invest in the activities that will lead to significant revenue growth at the companies in your pool • Through personal visits and phone calls, build relationships with members/prospects through demonstration of in-depth institutional knowledge, understanding of specific institutional needs/priorities and application of surface-level research solutions within the practice • Pursue and close cross-sell opportunities, leading senior executives into active membership status though a consultative sales approach, managing the full negotiation and close process • Educate members/prospects on the benefits of products and services through compelling articulation of our business model and value proposition • Master the research terrain for the membership, monitor industry trends as required • Diagnose prospects' business needs and present appropriate mix of products • Create customised account plans for each institution, outlining service delivery and revenue growth strategies for existing and potential memberships within the institution. Collaboration with Product Support Research • Collaborate with Product partners to ensure targeted and substantive resolution of diagnosed client needs Team Management (if AM Coach) • Responsibility for upgrading the skills abilities of other Account Managers through feedback and coaching, with a strong emphasis on building commercial skills e.g. diagnosis negotiation ability, sales pipeline management and forecasting accuracy. Required Qualifications Attributes: • Native or fluent German speaker with 5+ years of successful sales / account management experience; including proven experience in commercial negotiations within a blue-chip client base, as well as managing a volume of accounts / opportunities (~50+) • Demonstrated ability to serve in a role with revenue responsibility and able to meet monthly, quarterly and annual financial goals • Ability to manage multiple commercial processes (new business sales and renewals), forecast with precision and identify challenges / bottlenecks to a positive commercial outcome • Personal gravitas and credibility to earn time on c-level executive calendars and act as a representative.
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