We currently have an opening for BUSINESS DEVELOPMENT EXECUTIVE to join our Sponsorship Team. Reporting to the Director, Business Development, the BUSINESS DEVELOPMENT EXECUTIVE is responsible for selling customized sponsorship solutions to key accounts. The Business Development Executive will be successful at identifying and developing new sales opportunities while maintaining existing clientele.
Core Responsibilities:
Account Management
- Manage a portfolio of high value customers using relationship sales and management skills
- Prepare quotations, business proposals and sales contracts
- Develop a category or segment plan
- Obtain all relevant client information and record in contact management software (ACT!)
- Use contact management software (ACT!) as a tool to log sales activities and progress
- Responsible for all aspects of client sales management activities including profiling, promoting, selling, cross-selling, and prospecting
- Ability to develop account plans for sales portfolio and to develop customized sponsorship opportunities for individual clients
- Attend conferences to ensure client needs are met
- Understand and provide efficient and effective customer service to consistently meet and exceed customer expectations
Sales Management
- Achieve sales revenue targets on a consistent basis
- Manage sales cycles to a successful close
- Ensure that at all times there are sufficient prospects in the sales pipeline to achieve sales targets and objectives
- Ensure all information in contact management system (ACT!) is current at all times
- Responsible for reporting on status of business
- Participate in weekly team meetings as well as one-on-one debriefs
- Build and maintain effective working relationships with team members
Business Development
- Identify key partners for building relationships and offering sponsorship opportunities
- Prospect and generate leads and turn qualified prospects into sales
- Responsible for new business acquisition and growing existing business incrementally
- Identify and develop new market opportunities
- Deepen/further existing relationships with sponsors
Other:
· Remain current on company products, competition activities, and industry trends
· Demonstrate and maintain a professional image
· Build and maintain effective working relationships with other departments and fellow team members
· Work closely with Sponsorship Coordinator to ensure all client commitments are met
· Create well written and articulate sales proposals, letters and correspondence
Core Competencies:
- Action Oriented
- Drive for Results
- Detail Oriented
- Team Player
- Time Management
- Customer Focus
- Organizational Agility
- Presentation Skills
- Strategic Agility
- Innovative
- Ability to see big picture
- Interpersonal Savvy
- Negotiation
Education:
- University degree or equivalent experience
- 5+ years sales experience in a B2B environment
Experience:
- Proven record in new business development, prospecting and cold calling
- Superior face-to-face presentation skills
- Ability to articulate key product benefits to customers with sophisticated needs
- Superior writing skills necessary to prepare high level proposals and presentation materials
- Excellent verbal communication skills including an excellent phone presence
- Experience in developing and maintaining executive level relationships
- Proven track record and ability to close sales
- Excellent customer service skills
- Ability to conduct a thorough needs analysis
- Proven ability to examine client base to identify potential for further business
- Superior interviewing skills sufficient to build customer profiles
- Strong overall understanding of customer business needs.
- Ability to build and maintain strong and ongoing relationships with customers through solid understanding of their products and process requirements.
- Proven ability to sell “intangibles” vs. products
- Knowledge of the conference industry an asset
Technical Capabilities:
- Microsoft Office (Powerpoint required)
- Knowledge of ACT! (or other CRM system) an asset
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