Apply now

Context

The position sits within the newly formed XEIM division of Centaur Media. XEIM brings together brands including, Influencer Intelligence, Fashion Monitor, Year Ahead, Foresight News, Marketing Week, Creative Review, Design Week, Econsultancy, the Festival of Marketing, Oystercatchers, MarketMakers and Really B2B.

XEIM’s mission is to advise, inform and connect the modern marketer to accelerate performance. The new structure will enable Centaur to offer enterprise clients a broader range of intelligence and consultancy services in an integrated manner. It will make it possible to provide news content, insight, information, learning courses and benchmarking tools from across the divisions with the aim of offering clients an enhanced service.

XEIM is part of Centaur Media – a main market listed company, primarily based in the UK with approximately 600 employees in offices in Central London, New York and Singapore.


PURPOSE

Brands, Agencies and the Media are significantly increasing their investments in Influencer Marketing and Influencer Intelligence is ideally placed to capture the revenue opportunities arising in this fast moving sector.

Identifying influencers that align with brand values, audience and persona is one of the biggest challenges marketers face. Influencer Intelligence is the leading data intelligence platform relied upon by global brands, agencies and media owners to find and connect with only the most relevant influencers and celebrities.

The Business Development Manager will be focused on self-generated outbound sales for the Influencer Intelligence brand, covering the full sales cycle. The successful candidate will be responsible for lead sourcing, booking/sitting demos, writing proposals, negotiating and closing sales. As Influencer Intelligence has evolved and relaunched, it is essential that the new value proposition is communicated to every prospect through a consultative approach.

As a whole we are a vibrant, high performing team working within a fast-paced environment. This job is suited to someone who thrives on being busy, is well organised and can build rapport with clients. The ideal candidate will be able to use their initiative and take a pro-active approach in driving a strong outbound sales pipeline.

Key Accountabilities:

  • Consistently hitting new business targets by having a healthy pipeline of opportunities
  • Lead sourcing and building hit lists within target sector
  • Cold calling and pitching lists of sourced prospects
  • Booking F2F meetings and web-based demo appointments
  • Developing relationships with prospect base, understanding their business and the sector through a consultative approach
  • Writing customised sales proposals for commercial evaluation
  • Ensuring maximum revenue generation through effective negotiation
  • Effective pipeline management and accurate forecasting – producing weekly pipeline reports and forecasts
  • Collaborating with team members to identify global group opportunities
  • Attending and networking at industry events
  • Staying abreast of our subscription content and industry news to knowledgably position our products

Behaviours and Knowledge:

  • Knowledge of PR, marketing, social and/or digital
  • Commitment to using the subscriptions and other sources to stay up to speed with industry trends and subsequent challenges/opportunities facing prospective client base
  • Proficient in outbound new business development, able to use a consultative sales approach to win new subscription clients
  • Consistently closing business and accurately forecasting sales
  • Ensuring maximum revenue generation through effective negotiation
  • Arranging and presenting at regular client meetings

Success Measures

  • Personal new business sales – value, volume, avg yield
  • Client engagements – demos/meetings booked and attended
  • Opportunities opened – total volume, value and quality of prospects

 

THE INDIVIDUAL

  • Experienced in an outbound new business B2B sales role preferably in the subscriptions or SaaS space
  • Outstanding conversation skills and commercial awareness
  • Excellent interpersonal, written and verbal communication skills
  • Interest in digital, social, influencer marketing
  • Competitive and keen to develop/refine sales skills
  • Motivatied to work independently
  • Proven track record of meeting sales and activity targets

Xeim will continue to evolve the structure of the sales team and the responsibilities of the individuals within it to create first class customer experiences and drive revenue. The post holder must be flexible to change in product lines and responsibilities.