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, who hail from all different backgrounds and walks of life.

 

Our commitment to diversity and inclusion in the workplace

At the FT, we aim for employees across all regions to have a voice so that diverse perspectives are heard and valued. We believe that a supportive workplace is one where employees feel they can be themselves at work and have the flexibility they need to meet their personal needs. We'll continue to remove barriers for all, and in particular barriers facing employees from underrepresented groups.

 

Job Purpose

The B2B division of the Financial Times licenses FT content to organisations around the world, with clients across corporate, finance, government, professional services, education and media sectors. The London B2B team is diverse, multicultural and sociable which we believe makes for a great environment to work in.

We are seeking a Senior Business Development Manager responsible for generating new business sales from organisations across the DACH, Netherlands, Nordics and Central and Eastern Europe regions. This involves managing the development of the annual sales plans for the region which identifies how new business sales will be achieved.

 

Main Duties and Responsibilities

  • Be responsible for personally achieving the new business sales target as well as responsible for managing a Business Development Executive and a Sales Development Representative.

  • Be responsible for the development and implementation of the overall sales plans for the region, identify top prospects and gaps.

  • Be responsible for the complete sales cycle from prospect through to contract stage.

  • Work closely with the Marketing team and the Pre-sales Customer Success team to plan and prioritise activities to support the goal of achieving new business revenue.

  • Utilise the various tools available (e.g.Looker, Salesforce, FT.com stories, copyright leads, channel partner sales contacts, internal FT contacts).

  • Be knowledgeable as an expert on the region, keep up to date with market & competitors’ developments.

  • Meet with prospects as much as possible to build strong relationships at a senior level and with stakeholders in various departments within the company. This will lead to a better understanding of requirements and consequently cement growth.

  • Contribute to strategic discussions regarding product, pricing and process developments that should be explored for the region in order to continue to achieve year on year growth.

  • Document all sales activities in Salesforce, follow up all leads in a timely manner and keep opportunities updated with regards to likely close date.

  • Ensure an effective and positive team atmosphere through excellent pipeline management and regular communication.

  • Work closely with colleagues in support teams to deliver an excellent customer experience.

 

Essentials skills

  • Proven track record in meeting and exceeding sales targets

  • Excellent communication, consultative sales and negotiating skills

  • Prior experience of managing sales executives

  • Experience in selling to and building relationships with senior management, in particular in the region

  • Ability to talk knowledgeably about customer issues

  • Demonstration of building excellent cross-functional relationships to deliver new business sales

  • Ability to think strategically and creatively to come up with new ideas that support business growth

  • Appreciation of ‘business intelligence / content solutions’

 

Preferred skills

  • Good working knowledge of MS office programs

  • Prior experience of using CRM systems, particularly Salesforce.com

  • Fluency in a language spoken in the region

  • Knowledge of B2B subscription models

 

What’s in it for you? FT Benefits

 

Our benefits vary depending on location, but we are committed to providing best in class perks across all our offices as well as an inclusive environment to develop your career. Examples of our benefits include; generous annual leave allowances, flexible working, medical cover, enhanced maternity & paternity packages and subsidised gym memberships. Full details of our benefits can be found here.

 

Further Information

 

The FT are committed to providing an inclusive working environment for all. We are an equal opportunities employer who seeks to recruit and appoint the best talent regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socio-economic background, religion and/or belief. We also promote flexible working and will consider specific requests around flexibility for all roles where it can be accommodated. Please let us know if you require any adjustments as part of the application process or to enable you to attend an interview. If you would like to discuss your requirements, or have any questions, please contact a member of our HR team who will be happy to help.

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