One of the largest professional services firms in the world requires an experienced, market focused New Business Manager based in either Edinburgh or Glasgow to support a segment of key client accounts for the region that warrant specialist sales support.
The Scotland team are looking for a strong Sales Manager to support regional key client accounts by driving profitable growth across an allocated portfolio. You will need to be comfortable in front of clients, creating new opportunities and have a track record of building strong relationships with key decision makers. You will use your sales expertise, knowledge of the firm's products and services and sector specialism to build credibility with your clients and identify new business opportunities. Quality of delivery will be key and therefore the New Business Manager will have a proven track record of understanding KPIs and of producing strong documentation in support of client activity, including relationship maps and account plans. The role holder will be expected to develop a thorough understanding of clients' key issues and relevant propositions, ensuring the delivery of the full breadth of the firm for their benefit and must establish themselves as the focal point of all activity on their accounts, both internally and with the client, and must drive external client facing activity by securing meetings with new and existing contacts, establish a network of commercial relationships across accounts, developing a pipeline of opportunities on each account and driving the pursuit process through to conclusion. You will also be responsible for coaching Partners on business development best practice, leading account planning meetings, delivering key national Sales Campaigns through your accounts and ensuring messages & learning's from client feedback are shared and acted upon. Accurately recording all business development in the firm's CRM system to evidence performance and ROI will represent an important part of the role.
The New Business Manager will be of graduate calibre or equivalent with significant experience in a new business development role within a complex service focused organisation and proven track record of both driving new business on key accounts and of generating revenue with new relationships. Strong knowledge of Pursuit, SPIN, Miller Heiman or another relationship/sales methodology along with evidence of using in practice to drive opportunities through to revenue will be essential as is a strong ability to manage multiple stakeholders at a senior level. In addition, creativity and innovative thinking allied to excellent influencing and powerful communication skills will be key to success in this exciting role.
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