- EAST COAST
- UNITED STATES
Salary Range: $180k - $210k base, OTE $270k - $320k total compensation.
Role
New Business focused Client Director's mission is to identify potential new logo's, manage
incoming leads and lead on RFP's.
Reporting to the Sales Manager, the New Business Client Director is responsible for identifying and
generating commercial opportunities that deliver on the strategy, meeting and exceeding
their quota that feeds into the commercial target. This includes developing strong relationships with
clients, proactively driving lead generation and successfully turning identified leads into
opportunities and then into new business and for creating long-term, trusting relationships with our
clients.
Objectives for the New Business role include:
- Being able to educate potential new clients and influence them to buy our strategic solutions
within our 3D Advantage portfolio of products. - Follow our rigorous and proactive lead generation process that includes researching
organisations and individuals on social media to identify new leads and possible markets
following the Prospecting and Account Entry process. - Building and maintaining strong, long-lasting client relationships. Developing trusted advisor
status with key accounts and customer stakeholders. - Adding value at all stages of the Buying Cycle and identifying the potential value a client will
gain from engaging with us. - Working on competitive pitches and RFP responses using our pitch guidelines and the
sales process and tools, collaborating with the team on written
recommendations and high-level needs analysis. - Negotiating contracts and closing agreements to maximise profits and margin.
- Building a sales pipeline to ensure a constant stream of sales, utilising Salesforce to
accurately forecast probability and revenue.
Experience:
- Proven solutions/consultative sales experience
- Desirable experience in selling training and consultancy
- Proven ability to juggle multiple account management projects at a time, while maintaining sharp
attention to detail
- Understanding Customers' Needs: The ability to practice what preaches in deeply
understanding client needs to help identify the "Sweet Spot" - Prospecting and Account entry: Using the right processes to drive lead generation and identify
opportunities - Building Solutions: Work creatively in the team to build solutions that satisfy the "Sweet Spot".
- Target Driven: Single minded in achieving the quota agreed with the Head of Sales
- Impact and Influence: The ability to persuade clients and internal staff that a solution is
worth pursuing - Communications: Outstanding verbal, written and formal presentation skills
