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Job title:        Commercial Director – New Business Development

Key brands:   Econsultancy, Influencer Intelligence, Fashion & Beauty Monitor, Foresight News and Marketing Week

Location:        Waterloo, London

 

 

Xeim

Xeim takes its name from excellence in marketing and its purpose is to accelerate performance for marketers. The Xeim portfolio brings together Centaur’s marketing brands and services to deliver business information, training, consultancy and marketing solutions for this dynamic sector.

Xeim achieves this by providing the advice, intelligence and connections that marketers need to set themselves apart from their peers. Our market-leading brands and industry experts provide insight, analysis and propriety content, attracting over six million digital contact points every month.

 

How you will help us grow…

This role is responsible for new business generation across our subscription, training and advisory businesses. You are a dynamic, commercially savvy leader with a deep understanding of new business strategy, people management and operations. Someone with a natural flair for building relationships with customers and who can translate these into mutually beneficial commercial opportunities.

You’ll take active steps to add new business into our portfolio of amazing clients and be a natural leader who can encourage and drive the team to success. Most of all you’ll have a ‘can do’ attitude and want to be a key player within our passionate team.

 

Strategy and planning:

  • Develop and own the new customer acquisition strategy
  • Work hand-in-hand with the marketing teams, experts and Xeim Engage client teams to develop and drive lead generation and conversion campaigns and activities
  • Contribute towards setting the budget with the brand Managing Directors
  • Build a culture of developing relationships with prospects and working seamlessly with the client and account management teams to ensure smooth hand-overs
  • Support contract negotiations for large-scale clients and lead where necessary – working closely with Xeim Engage and ProgrammeManagement on complex contracts
  • Understand, anticipate and meet client needs and objectives across the team
  • Identify opportunities to cross sell products from across the Xeim portfolio
  • Work closely with the expert teams within Xeim Engage and with content to create compelling new business proposals and opportunities
  • Feedback insight gained from the marketplace into the marketing and brand teams for product positioning and development
  • Monitor the competitor landscape, client satisfaction feedback and industry opinions
  • Monitoring of activities across the team to improve opportunity conversion and effectiveness

 

Commercial performance: 

  • Overseeing all activities for winning new corporate clients on subscriptions, training and advisory business lines – calls, meetings, demos, proposals – with support from Xeim Engage on proposals
  • Establishing a client-focussed sales operation that works closely with the brand teams, internal experts and Xeim Engage to help build compelling customer solutions
  • Understand market trends and developments to maximise sales opportunities
  • Understanding USP’s and benefits of our products and for competitor products
  • Accurate weekly billings and revenue forecasting, flagging opportunity and risk to performance based on specific KPIs
  • Develop high quality proposals that bring our proposition to life
  • Actively seeing clients with the team, understanding and interpreting their needs
  • Work closely with Marketing to optimise lead generation and track performance on an on-going basis

 

Leadership and people development: 

  • Create a positive and collaborative team environment, providing coaching and regular feedback to the sales individuals and ensuring they have a deep understanding of product features and benefits and the ability to translate these into effective customer solutions.
  • Act as a positive, senior sales leader ambassador both internally and externally, leading from the front
  • Setting targets and commission structure with the Group Commercial Director and communicating it to the team
  • Act as a conduit between the client, product and marketing teams for market insight and product development
  • Ensure team structure facilitates commercial success and fulfilment of client requirements
  • Provide on-going coaching and development of individuals in the teams to develop core skills to their potential
  • Break down our processes into parts that can be measured and managed, understanding the levers and specific activity that drives outcomes
  • Managing individual performance based on agreed processes, activities and KPIs
  • Work with the Group Commercial Director to ensure your team has the right level of resource to exceed the budgeted new business expectations, as well as constantly looking out for talent to keep your subs bench warm

 

What we need you to have:

  • Experience of leading in a fast-paced sales environment with a proven track record to consistently exceed sales targets for subscription and advisory business
  • Entrepreneurial flair and passion that enables a positive and determined approach to winning new business
  • An inherent interest in coaching and development and the ability to motivate people in your team
  • Open and participative management style
  • Several years’ experience in a new business sales role
  • Ability to communicate effectively with senior clients
  • Strong financial acumen and pricing management
  • Good cross-team collaboration skills, team player, both as a leader and participant
  • Self-motivated and capable of hands on problem-solving, with ability to generate ideas and solutions and ensure exceptional culture of client-service
  • Confident, articulate and a proactive thinker.
  • Excellent communication & presentation skills (verbal, digital and visual)
  • Excellent organisational and time management skills

 

What does success look like?:

  • Over achievement against the budgeted new business billings for your customer segment and product portfolio
  • Consistent delivery each month through a well fuelled sales pipeline
  • Tight grip on lead generation and sales process metrics throughout the team
  • Much greater frequency of cross selling of products into our existing accounts and excellent internal relationsips
  • Consistent accurate forecasting of closed won sales
  • High retention rates from accounts acquired through this team
  • Hard-working team ethic as evidenced by results, attitude and ability to ‘go the extra mile’ for the business to achieve success