Business Development Executive

Job Title: Business Development Executive
Reports to: Global Sales Director
Location: Ireland, working mostly within a Territory - Business Travel 30-40%
Target: Likely to be 300K plus

Purpose: The Business Development Executive is responsible for the accelerating of the entire Compliance & Risks solutions suite of services within their territory or industries assigned to him/her; expanding and broadening the customer base by implementing the sales strategy across various segments of the business. The Business Development Executive is responsible for all aspects of the sales function from prospecting to closing to meet predefined sales targets.

Key Responsibilities:
KRA 1: Sales Lead generation, pipeline and follow up

• Adopt both a strategic & consultative selling approach and methodology to sales activities; build relationships, focusing on Head of Function contacts.
• Ensure that you follow up assigned leads to you from marketing, Business Lines, your own prospecting and the Exec team within the agreed time frame.
• Generate and follow through your own target number of qualified opportunities as per your KPIs in the following ways :-
  • Networking
  • Prospecting
  • Cold calling
  • LinkedIn
  • Attending and presenting at Seminars, Conferences and Webinars
  • Reviewing accounts with Account Manager for opportunities
• Maintain an active opportunity pipeline as per the KPIs. Ensure your progress on leads and pipeline is detailed to the agreed standard in the CRM so that reporting and analysis can be done accurately
• Work closely with Sales Operations to ensure that you have an accurate sales forecast.

KRA 2: Revenue Targets

Meet and exceed your orders and revenue targets for the quarter and the year for both new and existing clients.

• Develop and increase sales of C2P and consulting efforts to existing and prospective clients at Enterprise level.
• Work closely with Account Management to develop and close out (upsell) opportunities in existing accounts.
• As part of your upsell in existing accounts, specifically work to reposition C2P. This will be a move to migrate customers to content based pricing. Where adoption is low and where there is scope to expand C2P into an Enterprise Level Client is a potential work with Account Management and the other supporting functions to improve platform engagement by the client.
• Include Regulatory Product Compliance and ESG as part of every new sale - all with the aim of increasing the adoption, stickiness and enterprise level sale.

KRA 3: Proposal and Contract negotiation

• Reach your proposal target number each quarter.
• Create quality, consistent, enterprise level proposals where the desired number reaches contract negotiation stage.
• Use our knowledge, business acumen, negotiation and pricing skills to have your target number of deals signed each quarter.
• Utilize other members of Exec Team, Business Lines, Sales Ops, Finance, Internal counsel, CS etc., to complete contract negotiations successfully

KRA 4: Collaboration with others internally

• Work extremely closely with your assigned account managers to maximize revenue
• Represent the Sales perspective on internal meetings.
• Inputting on design and development of C2P via the designer and the product managers.
• Input in the development of other C&R offerings e.g. Managed Services, EHS/OHS, RPC.
• Work closely with the Delivery team - CS, Legal Data, RPC, MA.

Demonstration of Values

All employees should continually promote legacy of Company Culture by demonstrating
its values –

• Trust
• Innovation
• Winning together
• Respect

Requirements

• Bachelor’s business, technical degree from an accredited institution
• 1 - 5 years of enterprise-level sales and account management experience, performing against customer satisfaction and revenue targets
• Experience in leveraging AI techniques to streamline and drive efficiencies in the end to end sales process
• Understanding of PLG
• Ideally from the SaaS or technology sector, manufacturing or compliance sectors.
• Proven sales process skill sets and governance, with experience of CRM (Hubspot, Salesforce)
• Previous experience working in a fast-paced software start-up environment
• Well organized, pays attention to detail and superior project management skills
• Enthusiastic team player with ability to think innovatively and make quick decisions
• Superb written and verbal communication skills