Business Development Manager
Corbis
Los Angeles, CAThis was removed by the employer on 3/27/2015 6:19:00 PM PST
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Full Time Job
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.
• Work under the direction of the Commercial Sales Manager, and with the local sales team, to convert assigned accounts into active and strong customers.
• 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 for visual solutions in relation to the full range of Corbis services: creative, celebrity, news and editorial photography, motion, assignment and rights services, API, etc.
• 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 Group Account Managers and/or Account Management Director for coaching and mentoring needs and client strategy and planning activities.
Internal Corbis Interaction
• Work with the Corbis legal team to establish the legal terms of agreements and to implement contracts for the provision of visual content services.
• Liaise with Sales Management to coordinate sales strategies on multi-territory and national accounts.
• Partner with marketing to provide feedback on, and aid in the development of, compelling collateral and to report on market and creative trends.
• Partner with Marketing Intelligence, Assignment and Rights Services departments to provide feedback on, and aid in the development of their products and services based upon client usage, feedback and demand.
• Responsible for supporting the Finance department related to client invoicing, account information, credit and payment related 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.
Contacts:
This role requires frequent interaction with individuals across all levels of the sales organization, especially other Account Managers, Senior Account Managers, Senior Account Executives and Sales Management. Collaboration with Research, Marketing, departmental SMEs (Subject Matter Experts) and Legal will also be required on a regular basis.
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.
• 4-6 years experience in sales, including all phases of sales development (prospecting, proposal development, negotiation, closing and relationship/account management).
• Experience managing and developing assigned accounts is essential. A consultative sales approach combined with measurable success with new business generation is critical.
• Experience working with major advertising agencies or directly with corporate brands is a plus.
• Commitment to establishing a network of contacts in related and relevant industries (design, advertising, publishing or photography).
• 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.