Senior Business Development Manager
Office
Not aligned to specific channel
We’re seeking an experienced Senior Business Development Manager to join our busy New Business team based in Thame, Oxfordshire. This is a strategic role which will establish you as the face of CPM; developing relationships with key decision makers, to ensure that CPM is the agency of choice for outsourced sales teams. Salary up to £60k per annum plus bonus linked to results and Company bonus scheme, car allowance and excellent benefits including pension, 26 days holiday rising to 31 days, and private medical insurance
The Role:
You will work with key CPM stakeholders to understand and define the key target clients. You will define a strategic plan to introduce CPM Solutions and ensure that our key points of difference are recognised. You will develop an opportunity pipeline through assessments of opportunities and target markets, information gathering on customers and competitors, generation of new opportunities, exploitation of marketing campaigns and sales leads, follow-up sales activity, formal proposal writing, presentation negotiation and closing of the sale. You will be required to represent the voice of the client by feeding insight back into the business to build better customer solutions for future. You will have the ability to tell great stories and create compelling and stand out presentations / written responses that truly capture the imagination of all stakeholders to see what is possible with CPM
Key responsibilities:
• Account based sales and marketing – build networks across CPM top target clients, and can engage at Director level
• Offer consultative advice to clients through selling compelling CPM solutions that deliver benefits to the brand and to CPM
• Develop proposals that demonstrate clear water between CPM and other competitors within the industry
• Negotiate best outcome for all
• Be proactive in identifying target clients and sectors to close the new business gap
• Meet with clients to understand business needs and challenges at both the time of the tender and ahead of any tender opportunities
• Assess incoming opportunity for win probability and review whether CPM should respond
• Take ownership and leadership for responding to RFP and RFI
• Take briefs from prospective clients and understand their challenges
• Develop extensive knowledge and expertise in the top 10 target clients so you are well informed to provide the best solutions
• Consider how digital solutions could drive benefit to the CPM proposal
• Provide regular updates on progress to the business and milestones to achieve commercial goals
• Cross sell other CPM services as required to ensure that the GR and NR target is achieved
• Whilst the role will be predominately field sales you may be required to work across any CPM channel as required to ensure the GR and NR target is achieved
• Engage all internal CPM stakeholders to develop our response to RFPs
• Utilise the Omnicom and wider group network to support proposals as required
• Ensure that all tasks and workstreams are delivered on time to meet the deadlines of the RFP
• Liaise with key stakeholders to ensure that we are asking the right questions to get under the skin of the client business and needs
• Use social media to ensure that CPM solutions are shared to reach target clients
• Manage relationships with internal and external customers, stakeholders and suppliers.
• Proactive approach to develop long term relationships with potential clients
• Keep finger on the pulse of competitor offerings and innovation
• Support junior members of the new business team to provide advice and support to achieve overall GR / NR
Skills, experience and knowledge:
• Experience of selling to Directors / MD level
• Experience of working in FMCG environment or B2B sales experience with evidence of selling multi-million complex services
• Proven business development experience delivering winning, +million-pound product or complex services opportunities.
• Strong and confident presentation skills
• Creative and prepared to challenge the status quo to get the best results for all
• High level of negotiation skills
• Ability to story tell and engage an audience
• Ability to influence and actively listen
• Excellent interpersonal skills – comfortable and adept at managing multiple stakeholders and relationships
• Ability to work under pressure and to deadlines
• Excellent project management and time management skills
• Good analytical and problem-solving skills; able to adopt a creative or innovative approach when needed
• Experience in agency or with blue chip manufacturers preferable
• Competent in the use of Microsoft office packages (Excel, Word, PowerPoint)
• Ability to manage forecasts, budgets and costings.
Person Specification:
• Energetic, Tenacious, Resilient, Confident, Creative, Brave
• A self-starter, comfortable in being able to work in isolation and confident in discussing products and services
• Financially astute with a strong commercial acumen
• Enjoys working in a target driven environment
• Curious – seeks to understand what is going on and proactive in recommending improvements
• Works effectively as part of the team, collaborating and providing support when required
• Driven and prepared to push others to develop the best possible solution for CPM clients
• Actively seeks and acts on feedback for continuous development and can articulate strengths and development areas
• Demonstrates a level of self-awareness in interactions with colleagues and seeks feedback and continuous development
What can we offer you?
We will value your expertise and give you the opportunity to lead from the front. You’ll work with a great team of people who all strive to deliver. With our support, the opportunity to achieve really is in your hands.
CPM is an equal opportunities employer
The Role:
You will work with key CPM stakeholders to understand and define the key target clients. You will define a strategic plan to introduce CPM Solutions and ensure that our key points of difference are recognised. You will develop an opportunity pipeline through assessments of opportunities and target markets, information gathering on customers and competitors, generation of new opportunities, exploitation of marketing campaigns and sales leads, follow-up sales activity, formal proposal writing, presentation negotiation and closing of the sale. You will be required to represent the voice of the client by feeding insight back into the business to build better customer solutions for future. You will have the ability to tell great stories and create compelling and stand out presentations / written responses that truly capture the imagination of all stakeholders to see what is possible with CPM
Key responsibilities:
• Account based sales and marketing – build networks across CPM top target clients, and can engage at Director level
• Offer consultative advice to clients through selling compelling CPM solutions that deliver benefits to the brand and to CPM
• Develop proposals that demonstrate clear water between CPM and other competitors within the industry
• Negotiate best outcome for all
• Be proactive in identifying target clients and sectors to close the new business gap
• Meet with clients to understand business needs and challenges at both the time of the tender and ahead of any tender opportunities
• Assess incoming opportunity for win probability and review whether CPM should respond
• Take ownership and leadership for responding to RFP and RFI
• Take briefs from prospective clients and understand their challenges
• Develop extensive knowledge and expertise in the top 10 target clients so you are well informed to provide the best solutions
• Consider how digital solutions could drive benefit to the CPM proposal
• Provide regular updates on progress to the business and milestones to achieve commercial goals
• Cross sell other CPM services as required to ensure that the GR and NR target is achieved
• Whilst the role will be predominately field sales you may be required to work across any CPM channel as required to ensure the GR and NR target is achieved
• Engage all internal CPM stakeholders to develop our response to RFPs
• Utilise the Omnicom and wider group network to support proposals as required
• Ensure that all tasks and workstreams are delivered on time to meet the deadlines of the RFP
• Liaise with key stakeholders to ensure that we are asking the right questions to get under the skin of the client business and needs
• Use social media to ensure that CPM solutions are shared to reach target clients
• Manage relationships with internal and external customers, stakeholders and suppliers.
• Proactive approach to develop long term relationships with potential clients
• Keep finger on the pulse of competitor offerings and innovation
• Support junior members of the new business team to provide advice and support to achieve overall GR / NR
Skills, experience and knowledge:
• Experience of selling to Directors / MD level
• Experience of working in FMCG environment or B2B sales experience with evidence of selling multi-million complex services
• Proven business development experience delivering winning, +million-pound product or complex services opportunities.
• Strong and confident presentation skills
• Creative and prepared to challenge the status quo to get the best results for all
• High level of negotiation skills
• Ability to story tell and engage an audience
• Ability to influence and actively listen
• Excellent interpersonal skills – comfortable and adept at managing multiple stakeholders and relationships
• Ability to work under pressure and to deadlines
• Excellent project management and time management skills
• Good analytical and problem-solving skills; able to adopt a creative or innovative approach when needed
• Experience in agency or with blue chip manufacturers preferable
• Competent in the use of Microsoft office packages (Excel, Word, PowerPoint)
• Ability to manage forecasts, budgets and costings.
Person Specification:
• Energetic, Tenacious, Resilient, Confident, Creative, Brave
• A self-starter, comfortable in being able to work in isolation and confident in discussing products and services
• Financially astute with a strong commercial acumen
• Enjoys working in a target driven environment
• Curious – seeks to understand what is going on and proactive in recommending improvements
• Works effectively as part of the team, collaborating and providing support when required
• Driven and prepared to push others to develop the best possible solution for CPM clients
• Actively seeks and acts on feedback for continuous development and can articulate strengths and development areas
• Demonstrates a level of self-awareness in interactions with colleagues and seeks feedback and continuous development
What can we offer you?
We will value your expertise and give you the opportunity to lead from the front. You’ll work with a great team of people who all strive to deliver. With our support, the opportunity to achieve really is in your hands.
CPM is an equal opportunities employer
This vacancy is closed to applications.