Account Manager, Business Development EMEA

Position Overview

The Account Manager, Business Development EMEA is responsible for improving our sales data quality, improving unmanaged clients Encore journey and developing a pipeline of prospect GSO accounts. In collaboration with Venue Sales & Regional Sales Managers this position will drive innovation in our sales approach to unmanaged (Venue Event) customers and improve demand generation & win rate.

The Account manager, Business Development will provide a central EMEA resource focused on developing and deploying sales best practice, to support and guide our sales functions and also operations and production teams, where they are involved in sales.

This role is responsible for pushing the company beyond its current model by challenging the status quo and engaging sales, marketing, and operations leadership through analysis of insights of sales performance.  This position will report to the Senior Director of Strategic Sales & Growth EMEA.

Company Benefits: 

• Private Healthcare after 12 months of continuous service
• Employee supported volunteering
• Enhanced family leave provisions
• Perkbox and Employee assistance Programme
• Company sick pay 
• Employee recognition scheme
• Generous employee referral scheme
• Clearly defined Career path (and all the important support along the way)
• Access to state-of-the-art technology
• Global presence and opportunities worldwide
• Long Service Programme

Key Job Responsibilities

Sales Content Development

• Maintain and optimise content to improve sales quality and effectiveness.
• Develop enhanced intel on Encore clients to support marketing with improved communications
• Maintain and optimise CRM data

Demand Generation (HIVE)

• Creates Solution Marketing propositions, together with Senior Director of Strategic Sales & Growth develop and execute sales development initiatives, new products and services, customer acquisition initiatives, demand generation and sales blitzes.

Customer Experience

• Guides the development and innovation of the company adopted sales standards for proposals, presentations, sales processes, Demos, CRM and sales best practice to improve our sales conversion and customer experience.
• Works cross-functionally to enhance and build upon our creative innovative standards, ensuring we provide the best possible customer experience across our organization
• Oversees the remote account management of prospect customers managing the customer journey between single event client to GSO Account.

CRM & Sales Performance Insights

• Owner of the Sales CRM business process. Develops and manages SOPs for Sales & Contracts CRM System and defines requirements for CRM Capabilities to enable effective sales process and performance management
• Manages CRM admin function and builds sales dashboards and reporting to support sales leaders in managing team performance and for sellers to optimise their sales activity and maximise customer revenues.
• Implements Data Hygiene processes to help ensure we maintain accurate database, and drives CRM users to comply with SOPs and Data entry requirements

Job Qualifications

• Study of business administration / communication sciences or equivalent experience required.

• 5+ years of experience in sales, business development, proposal development, proposal management; proven track record of successful proposals experience planning, producing and delivering customer facing documents within a complex business environment.
• 2+ years of leadership or management experience

• Prior sales experience in event technology and hospitality experience preferred.

• Knowledge of sales process required in addition to the ability to read and decipher financial reports and records
• Technical aptitude, computer proficiency and CRM knowledge required; prefer knowledge of MS Office (Word, Excel, And PowerPoint)
• Experience in managing direct reports and working within a team environment.

• Strong strategic and tactical problem solver

• Excellent written and verbal communication skills
• Works well under pressure with project timelines and multiple deadlines.
• Builds relationships and works collaboratively with team members at a variety of levels across the organisation
• This leader must be able to execute the current process while preparing to solve future needs.

Competencies

• Ownership
• Manages Complexity
• Business Insight
• Strategic Mindset
• Collaborate
• Organizational Savvy
• Drives Results
• Plans and Aligns
• Instils Trust
• Drives Engagement
• Develops Talent