Position Title: Business Development Manager, India

Department/Team: B2B

Employment Type: Permanent 

Location: Mumbai / Bangalore

Reports to Position: Regional Sales Director, Asia Pacific – B2B Content


About Us

Across the FT Group, our people are united by a mission to deliver world-class information, news and services to our global audiences. We're a digital-first organisation made up of journalists, technologists, product managers, event planners, strategists, commercial and finance experts, marketing and communications specialists - and much more. Our strength is in our employees.


Brief summary of role:

The FT B2B Content Sales team is responsible for licensing FT content directly to corporate customers. Our customer base includes global Fortune 500 companies across a range of sectors including finance, resources, government, IT consulting. India is an emerging market well connected to global finance and trade and has established itself as a major presence in the digital economy. This presents a good opportunity to expand our footprint in India and introduce our digital subscription model to the corporate sector.

The role is responsible for generating new business across a number of sectors including Financial Services, Technology, Corporate and Professional Services in India. The Business Development Manager will need to be experienced in creating and implementing sales strategies that drive business. A key focus of the role is to build relationships in leading Indian organisations operating globally with a view to implementing enterprise access to FT journalism. This will involve the development of a sales plan which identifies key prospects and opportunities that need to be capitalised upon and how the overall target will be achieved. The role requires expertise to manage the complete sales cycle from prospecting through to closure. The ability to identify senior stakeholders and confidence to present the FTs value proposition in various organisations will be key.

The role involves working with decision makers across several industry sectors. Networking, regular contact and building relationships with clients will be key. A significant proportion of sales activity is expected to be face to face, employing a consultative sales approach, so well developed influencing skills to gain client commitment and relevant experience in closing sales is essential. Excellent communication and the ability to seek out solutions to problems to support customer satisfaction will be crucial as well.  


In this role you will:

  • Be responsible for the achievement of the new business target  by gaining access to decision makers and senior stakeholders in a diverse corporate sector. 

  • Ensure that top prospects are identified and sectors and account plan prepared.

  • Build and manage a robust sales pipeline to be regularly reviewed against individual targets.

  • Be responsible for the sales cycle from prospecting to closing.

  • Build and nurture customer stakeholder relationships to ensure client delivery  and optimise business outcome.

  • Collaborate with Customer success colleagues and feedback on  account insights.

  • To work closely with the marketing team to help prioritise and drive activities that will support achievement of new business targets.

  • Ensure prospecting tools available are capitalised upon e.g ft.com stories and other internal systems.

  • Keep up to date with market & competitor developments and have the ability to speak with confidence on the FTs value proposition.

  • Networking at industry and company events

  • Document all sales activity in the CRM database, follow up all leads in a timely manner and keep opportunities updated with regards to likely close date.


Qualifications / Competencies / Skills / Experience

  • At least 10 years’ experience in generating new business. Previous experience selling into the corporate space would be highly advantageous

  • Track record in driving incremental sales through developing new accounts and meeting or exceeding targets

  • Experience in selling to senior management.

  • Excellent presentation and communication skills and the ability to speak with confidence about the value proposition.

  • Excellent negotiation and closing skills.

  • Ability to bring new ideas to the table

  • Organised and ability to prioritise busy workload in a fast paced environment

  • Display initiative in undertaking all aspects of the role with minimal supervision.

  • Fluency in (business) English language, both oral and written

  • Prior experience of using CRM system and fluency in MS Office

  • The role will require travel 


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