Business Development Manager
Corbis
New York, NYThis was removed by the employer on 10/4/2013 3:17:00 PM PST
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Full Time Job
Purpose:
Responsible for growing revenues through consultative sales to a large group of assigned accounts, primarily advertising agencies.
Prospect, develop, expand and manage these designated accounts to maximize revenues by creating top of mind awareness of Corbis and our images and services.
This is an external sales role with client high touch and with a focus on developing higher level decision-maker contacts.
BDM must be able to evaluate clients’ needs and identify opportunity for the sale of Corbis solutions, striving to establish Corbis as the preferred provider. BDM's responsible for scheduling formal and informal meetings with the emphasis on high touch customer outreach. You must like to call out on customers and establish trusted relationships that result in higher share of budgets given to Corbis.
BDM will evaluate customer value by analyzing customer data and develop programs, ideas, contracts, pitches to address gaps or continue to grow key accounts.
Responsibilities:
Sales Execution
• Responsible for meeting or exceeding assigned revenue targets in designated territory. Manage Non-Target Assigned Accounts - approximately 25-50 accounts (New, expanding and retaining accounts as assigned)
• Responsible for acquiring (as assigned), expanding, and retaining named accounts while ensuring client satisfaction in partnership with a team of Senior Account Executives.
• Responsible for working with buying staff and mid-level management at client accounts.
• Uses a proactive, consultative selling approach for long-term relationship building.
• Develop business opportunities by working with appropriate Corbis internal “Subject Matter Experts” (SMEs) inside Product management group.
• Establish multiple level contacts within assigned accounts. Present to, consult with and cultivate relationships with all buying levels.
• Identify opportunities for Corbis solution agreements. Discover, pursue and close opportunities for high volume sales in an industry more accustomed to transactional sales.
• Identify and evaluate clients’ needs in relation to the full range of Corbis services.
• Effectively present Corbis services and collections, content and front-end systems to clients at all levels; create and deliver tailored presentations relevant to specific accounts’ needs.
Team Building
• Work with inside sales partners primarily Senior Accounts Executives (SAEs) and other Corbis staff, as their client liaison, to create and implement compelling visual solutions packages tailored to the needs of specific Key accounts.
• While working closely with SAEs, use the highest standards of interpersonal communication, to lead the Corbis team in developing business with Key accounts.
• Work closely with Sales Management to identify and development business opportunities within assigned accounts.
• Work closely with Sales Director for coaching and mentoring needs and client strategy and planning activities.
Activity Reporting and Success Analysis
• Report all sales activities verbally and in writing (using Monthly Activity Reports) to Sales Management and team of Senior Account Executives.
• Track and maintain target sales forecast and pipeline activity reports.
• CRM - Maintain accurate, thorough, updated and timely notes in Account Development Plans and client contact database by recording every client contact.
Requirements:
• Demonstrated success in a results-driven sales environment, with a track record of achieving and exceeding demanding sales targets.
• Excellent presentation, listening and consulting skills a must.
• 7-10 years’ experience in sales or account management, including all phases of sales development (prospecting, proposal development, negotiation, closing and relationship/account management). A PLUS: Previous advertising agency experience, or experience in the image licensing space.
• Experience managing and developing assigned accounts is essential. A consultative sales approach combined with measurable success with new business generation is critical.
• Strong interpersonal, organizational and communication skills. Self-motivated, goal-oriented with strong time management skills required.
• Team–oriented: The ability to work effectively as a member of a diverse team of people.
• The ability to lead and inspire others to provide the highest levels of service and support to assigned clients.
• Moderate travel within designated territories for client visits, networking opportunities and Corbis company meetings.
• Requires computer literacy in Word, Excel, PowerPoint and Windows applications, Internet savvy a must.