Business Development Executive
Amsterdam, Netherlands

Job Reference: ANX-GH&N-06401

Location: Amsterdam, Netherlands

Closing Date: 02/07/2019

Department: GE Health & Nutrition - Ingredients

Division: Informa Markets

An exciting opportunity to drive UBM business growth within a newly formed Business Development team, attracting new customers and venturing into new sectors which complement the overall brands.

The Business Development Executive is responsible for revenue generation from new customers to UBM, to the value of between £0.3m - £0.5m annually. Business Development is a key focus of UBM EMEA, recognising the need to develop a distinct focus and capability in order to drive new revenue growth, with an approach and skills which differ from those of account management and retention.

 

The experience an Exhibitor (customer) receives in their first year is a significant driver for long term loyalty, as such the role will be responsible for the 1st year’s sales cycle, before these customers transfer to an Account Management / Key Accounts function after the point of rebooking.

 

The Business Development team they are in, will be responsible for both sourcing and closing leads, working with Exhibitor Marketing, as over time qualified leads are more systematically passed from Marketing to the Business Development team. The function will work closely with Marketing to develop marketing strategies to attract new customers, enter new markets and review new business revenue.

 

The role will be expected to sell to a variety of customers, from large account acquisitions to independent SME’s customers.  As part of the life time management of customers, at times the Business Development Executive will be expected to support the closing or retention of high value or strategic customers, in particular those whom the Business Development Executive first acquired.

 

 

PRINCIPAL DUTIES AND RESPONSIBILITIES:

  • Sales to new customers to UBM (inc some customers who have lapsed for a number of years) across products and revenue streams within a business unit (e.g. Amsterdam), however with a greater focus on one brand or portfolio e.g. (Food)
  • Generation of new business leads, through customer relationship development, cold calling, attendance at industry related events and market searching
  • Revenue generation of over £0.3m annually
  • Development of brand and industry specific knowledge to enhance and improve new business sales performance
  • Support development of market analysis and opportunity assessment for brand growth and new revenue growth opportunities
  • Lead on the on-site re-booking of their new business (1st year) customers, and begin the handover of customers onto the account management team
  • Support (where necessary) in the retention of existing customers
  • To actively manage newly acquired customers to ensure a positive 1st year experience and provide resolution advice where necessary  working with other business functions (e.g , Marketing, Brand, Event Operations or Customer Service)
  • Manage the information flow of newly acquired (or pipeline) customers into the Head of Business Development, for weekly sharing of information with Brand Director teams and active management of the floor plan
  • Adoption of Sales Excellence pipeline process through use of Salesforce (CRM system)
  • Maintain accurate and timely customer information and notes within Salesforce (CRM system) so that other Sales team members and business unit functions stay informed with the latest customer dialogue
  • Feedback customer feedback, insight and marketing information to the Head of Business Development
  • Manage the capture and entry of Sales contract information into ESOP, working collaboratively with Sales Operations who will confirm and QA this information ahead of issuing the contract
  • Manage the handing over of Sale information and customer requirements (via Salesforce) to the Event Operations and Brand teams
  • Support Finance credit control in resolving bad debt customers as a final escalation point
  • Adhere and commit to the UBM Commitments and lead by example

 

ILLUSTRATIVE ROLE METRICS:

  • Business Development revenue targets
    • New business revenue growth (new customers)
    • New business revenue growth (lapsed customers)
    • Brand (Event/product) new business revenue performance against target
    • Life time customer value
  • Individual performance metrics
    • Number of open opportunities
    • New business sales conversion % (win rate)
    • Deal size (average sales value for closed – won deals)
    • Sales cycle time (average time it takes a team to close a customer)
    • % of sales target attained
  • Individual sales activity metrics
    • Number of new calls or meetings (by sector / account size)
    • Number of new opportunities (pipeline)
    • Number of new leads generated into pipeline
    • Number of new f2f customer meetings
  • Sales process and technology adoption metrics
    • Key Salesforce system adoption metrics
    • Sales Excellence pipeline process adoption

 

POSITION REQUIREMENTS:

  • Some experience in a sales team and proven ability to bring in Sales
  • Relevant industry or brand knowledge and interest
  • Eagerness and energy to generate new business revenue, source leads and close sales
  • Good interpersonal, relationship skills and the ability to sustain professional conversations
  • Ability to understand and articulate a sales proposition and customer benefits
  • Ability to negotiate effectively, and proactively handle and respond to customer objections
  • Confident personality, high level of enthusiasm and hunger to win
  • University Bachelor’s Degree / University of Applied Sciences qualification

 

OTHER PREFERRED ATTRIBUTES:

  • Salesforce (CRM system) knowledge

 

This job description sets out the duties of the position at the time that it was drawn up. Such duties may vary from time to time without changing the general character of the duties or level of responsibility entailed.

 

 

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