Description:
Cirium is offering an exciting opportunity to join a high performing team in an individual contributor role as a Business Development Manager in North America. The role is for a proven, enthusiastic, sales professional, with a demonstrable track record of selling B2B data and/or software solutions. Whilst not a requirement, experience selling within travel and related sectors will be an additional advantage. The role will be primarily focused on growing the sector with new business acquisition into territory white space. This will be supported by additional account management responsibilities of an existing book of business to manage annual renewals and target proactive growth / account expansion. This book of business will also help to support learning and development of Cirium by working with our customers from day one – allowing successful Go To Market (GTM) into new customers we don’t yet work with.
The ideal individual should be goal orientated and comfortable working within a high pressured, fast paced environment – within a growing business. They should possess excellent communication skills (telephone, face-to-face, online), for both internal networking and client facing activity. Above all, this person should be hardworking, proactive, activity driven, with a growth mindset and want to take ownership of their longer-term success and portfolio that they will manage.
Responsibilities:
- Adopt Cirium’s sales processes and Value based Selling principles across a defined sector(s) in Travel and Government.
- Create new white space opportunities into new accounts across the defined territory/sectors.
- Win new business consistently to meet and exceed annual sales growth targets.
- Be proactive in maintaining and developing high activity levels to develop strong sales pipelines.
- Managing, retaining and growing a book of business to help achieve broader sales objectives.
- Provide accurate forecasting to Sales Leadership team on a monthly and weekly basis.
- Ensure all activity with customers and prospects are recorded in Salesforce.
- Create and develop quarterly campaign focused Go To Market plans – with value propositions at their heart.
- Continually identify potential new problems that we can solve while working with internal resources to deliver new solutions into new sections of a defined client base.
- Efficiently manage a portfolio of prospective customers to optimize client satisfaction, engagement, and retention
- As appropriate, serving as a business representative at major industry events, conferences and trade shows.
- Exceed personal targets.
- Collaborate with peers and team members to meet growth targets.
- Utilise ‘next generation’ technology and tools to enhance sales outreach and execution and differentiate in the market.
- Utilise Gong sales recordings and note taker for self-development and additional coaching for high performance.
- Become a trusted advisor and community member with existing and prospective customers.
Requirements:
- Candidates must have experience as a successful salesperson for B2B data, software and/or SaaS sales. It is preferable, but not required, to have 2+ years’ experience selling specifically into Travel related businesses.
- Must be ‘coachable’ with a growth mindset – open to feedback and development to enable high performance.
- Ability to identify, qualify, and set the sales strategy for prospective customers in your GTM plans.
- Outstanding communication and presentation skills – ability to enthuse and excite the customer (including online)
- Strong and consistent performance at meeting or exceeding sales objectives or quotas
- Proven ability to learn quickly about products and services and demonstrate the value of them to prospects.
- Able to travel for key prospect visits and conferences across North America when appropriate.
- Able to work flexible hours to accommodate international colleagues and customers in different time zones when appropriate.