VP Business Development
Customer Focus and Business Development
- Develop a working knowledge of the industries that Guidepoint Global covers
- Develop knowledge of the expert network industry landscape including all competitors, products, pricing and differentiators
- Effectively articulate the value story of Guidepoint Global products and services
- Establish and maintain a sound understanding of clients’ strategy, workflows, the competitive environment and key drivers behind clients’ need for change/buying decisions
- Provide client/prospect feedback to sales and management
New Sales – Planning and Execution
- Develop a territory/sales strategy designed to achieve revenue targets set by sales management
- Develop and maintain a robust pipeline of qualified prospects and opportunities
- Book consistent prospect meetings through cold calling accounts, attending industry networking events and following users as the move to different firms.
- Manage trials in a coordinated way with your team (RM, PM, JPM) ensuring accountability and a sense of urgency throughout the process.
- Use Salesforce.com to manage sales pipeline, keep accurate records of interactions with prospects, notes on competitors and proposals sent.
- Provide your manager with detailed feedback and reporting of opportunities in various stages of the sales cycle.
Growing Existing Relationships
- Working with your team, develop and maintain an account /territory plan to execute on 2013 objectives which includes input and collaboration from Project Managers, Junior Project Managers, etc. with clear roles for each team member. Review and manage plan throughout the year which will include quarterly reviews of such plans with your manager.
- Establish and nurture relationships with key influencers/stakeholders across your client base; this includes developing multiple relationships at different levels (senior, mid, junior).
- Understand the sector interests of our clients and the degree to which our services are being used within those sectors. If sectors are being underutilized, proactively reach out to client to introduce them to our subject matter experts (SME’s) to showcase the value of the expertise we have on staff, our process and how this differentiates us from our competitors
- On-board new clients, provide training and guidance on how to how to maximize the value of our service.
- As part of the account/territory planning there should be a clear understanding of when each client renews and a plan for when the renewal planning process should begin that considers usage, margins, contract lengths, etc.. Renewal Planning should begin a minimum of 3 months prior to when a contract should renew.
- Clearly understand the structure of any existing contracts that fall below market pricing and build a plan that works towards moving the client to market pricing in a thoughtful way.
- Oversee project life cycle with the most important function being establishing clear roles for each team member in connection with successfully completing the project.
- Understand the style of our users and what matters most both broadly speaking and at the project request level. We should understand if speed is the driver, quality of bios is the driver, what matters most, we should be careful not to generalize. Once those values are shared we should document them in CRM.
- Maintain detailed, accurate and updated notes and feedback from clients in our sales information system.
- Develop a clear understanding of Guidepoint’s compliance policies and any customized client compliance protocols.
- Provide accurate and detailed usage reporting to clients.
Requirements:
- Minimum of 5 years of sales experience and experience in at least one of the following: business development, banking, business consulting and/or account management experience.Bachelor’s degree from a four year university.
- Broad base knowledge of the sales process from lead generation to relationship management.
- Excellent communicator capable of handling high-profile clients (Hedge Funds, Mutual Funds, Private Equity and Corporates).
- Demonstrated ability to work in a team atmosphere.
- A desire to work in a fast-paced entrepreneurial environment.
- Initiative and ability to handle increasing responsibility over time.
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