We are looking for a confident and enthusiastic Director of Business Development to join our team in New York. The successful candidates will identify, qualify, grow and sustain the Strategic Meeting Management, Delegate Management and Enterprise Services sales pipeline through a variety of new business sales activities including research, lead generation, attending networking events and industry events. Additionally, the Director of Business Development will navigate enterprise sales channels to create and maintain senior business relationships that lead to retention of profitable business and growth for the US division. Principal Responsibilities
Develop an accurate business development strategy that identifies and develops quality new business opportunities in line with the wider company strategy.
Successfully implement the sales plan working closely with Marketing, Solutions, Sales Operations Business Leader and other sales team members.
Manage the full sales lifecycle including initiating new business opportunities utilizing a number of channels, understanding client’s business issues, qualifying opportunities, preparing and presenting bid proposals primarily focusing on target industries.
Effectively engage with relevant internal stakeholders across the group to ensure client sales and marketing strategies are co-ordinated and the Grass Roots brand is maintained throughout all sales activity.
Lead a collaborative approach internal resource across the group throughout the sales lifecycle to place Grass Roots in the best position to optimize conversion, develop compelling proposals and present a unified image to the client at all times.
Apply consultative sales skills to lead client workshops with both event and procurement teams to gain and receive insight to ensure the delivery of relevant solutions to client needs and achieve target through closing new business.
Ensure all proposals are commercially sound by working within guidelines provided and liaising with finance and solutions to understand costing, pricing and client profitability potential.
Regularly update accurate data in relevant sales tools and systems and provide a range of reports for senior management relating to sales activity, Forecasts and KPI’s.
Provide market and competitor insight/feedback regarding competitive offering and input this into future innovative products/services which meet the needs of our clients in an ever changing economic climate and technological developments.
Manage supply chain relationships from a local US level, working closely with the global lead to drive revenue and achieve New York override target.
Serve as the Executive Sponsor for designated accounts, providing senior stakeholder visibility and assist with the strategic guidance of conversations.
Key Skills and Experience
3-5 years’ experience in proactively initiating and closing large scale deals in a business to business environment.
Proven practice with direct client interface at all levels including executive and ‘C’ level to build a trusted partner relationship to deliver and close large ticket deals.
Established consultative selling skills with an ability to uncover key insights through ongoing conversations and guide prospects to realise an understanding of Grass Roots capabilities to deliver effective solutions to their needs.
Resourceful and creative thought process in identifying the right client prospects and navigating successful ways to connect with them.
A strategic and analytical thinker with the ability to quickly assess and survey a broad range of new opportunities and develop a prioritized and rational action plan.
Able to build rapport and establish solid partnerships with internal stakeholders to achieve successful outcomes for Grass Roots and new clients.
An ability to credibly communicate and present the overall new business strategy and new opportunities on an ongoing basis to key stakeholders internally.
Adept at identifying and alleviating blockers in the sales process (internally and externally) to effectively manage and close multiple sales opportunities simultaneously
Highly skilled at working with complex financial data to provide a robust and accurate insights to support a commercial approach to providing relevant pricing options and the provision of relevant financial reports
Experience working in the event services or related industry (preferred)
Grass Roots operate Meetings and Events services from key locations in London, New York, Dusseldorf and Zurich.
Specialists in strategic meetings management and delegate management, Grass Roots work with three of the Big Four professional services firms; nine of the top 15 investment banks and many other global organisations. We manage over $200m worth of meeting spend, drive compliance within... organizations and focus on improving the performance of meetings and events programs.
Our US Meetings & Events business offers fantastic career development opportunities for motivated self-starters. We are a professional and sociable bunch, working in a fun and supportive environment; and offer a great benefits package and competitive salaries alongside coaching, training and one-to-one development