Hybrid Business Development Manager

at Collinson

• Job title: Business Development Manager
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Tech skills: Go
• Location requirements: Hybrid, Dallas, United States

About the role

• Business Development Manager for Collinson focusing on selling loyalty solutions to financial services clients. Collaborating with cross-functional teams to manage a robust client pipeline in the travel sector.

Responsibilities

• Responsible for creating and managing a robust pipeline of new client business with suitable urgency and rigour around prospecting process.
• While working in a matrix environment, define an effective Go To Market strategy and associated forecast for the travel sector in full alignment with the leadership team.
• Support the realization of new revenue through pipeline management, RFP/pitch success and large projects sold within 12 months.
• Raise profile, awareness, and clarity of Collinson’s Loyalty proposition in the market, while also representing other Collinson group solutions.
• Help develop sales plan, identifying key prospects; identify and target key decision makers and influencers across all prospect organizations.
• Identify key sales cycles for major contracts/opportunities from RFPs within the financial sector.
• Map and understand the competitor set – which is now diverse and fragmented (loyalty tech providers boutique data shops, to traditional Loyalty providers like Merkel and AIMIA, as well as CRM agencies).
• Help develop effective and maintain constructive contact strategies with clients and prospects.
• Champion the cross-selling of Collinson Loyalty products and services to existing clients in collaboration with regional account management teams.
• Represent Collinson at key industry and corporate events to develop the brand profile and sales pipeline.
• Collaborate with key internal stakeholders throughout the new business process.
• Work in tandem with the consulting and pre-sales team to ensure a smooth transition from sales into product demonstration, commercial negotiation, and sales closure.
• Ensure thorough evaluation of commercial models to deliver optimal profitability balanced with all forecasted sales and program costs.
• Adherence to Group new business processes (NBP), pipeline reporting requirements.
• Fulfilment of all regular and ad-hoc reporting in line with requirements set by line-manager (and members of the leadership team from time to time).

Requirements

• Proven consultative selling and negotiation skills, up to and including C-Level.
• Understanding of the competitive landscape.
• Ability to identify and propose win-win business terms for both Clients and Collinson.
• Ability to positively build relationships and influence internal constituents to efficiently execute and close sales.
• Experience negotiating legal agreements and working with inside council to ensure needs of both the client and Collinson are met via the contracting process.
• Ability to formulate and articulate the internal pro-forma process to ensure deal financial hurdles are met.
• Agility to generate cold leads and develop warm leads credibly at all levels.
• Understanding of the loyalty and benefits products in the travel sector, and the key players that focus on loyalty, rewards, and member benefits.
• Experience of selling consumer benefits, software as a service and/or marketing services would be distinctly advantageous.
• Ability to lead by example; act decisively, able to manage challenging deadlines and requests effectively.
• Use of own initiative, self-motivated, ability to hit the ground running.
• Ability to recognize opportunities where other regional Collinson markets may benefit from introductions and/or multi market opportunities.
• Ability to travel as needed (estimated 25-50%).

Benefits

• Professional development opportunities
• Flexible working arrangements