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Job title: Commercial Director – New Business

Reports to: Group Commercial Director, Xeim

Reports: New Business Team

WORKS WITH: Xeim Commercial Exec, Xeim Brand Directors, Xeim Marketing, Commercial Finance

Location: Waterloo, London

How you will help us grow…

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.

As part of the Xeim Commercial Leadership Exec, this role is responsible for new business across our information, advisory and training brands on the ‘buy side’ of the business. You are a dynamic, commercially savvy and committed New Business Commercial Director. with a deep understanding of new business development. Someone with a natural flair for building relationships and who can translate these into mutually beneficial commercial opportunities.

You’ll take active steps to grow 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!

A day in the life…

Strategy and planning:

  • Develop and own the new business acquisition strategy
  • Contribute towards setting the budget with the brand teams
  • Define the optimum segmentation model for customer targeting
  • Build a culture of having strong client relationships and successful delivery, that translates into long term business
  • Understand, anticipate and meet client needs
  • Identify opportunities to cross sell products from across the Xeim portfolio
  • Feedback insight gained from the marketplace into the marketing and brand teams for product positioning and development
  • Help to build awareness of the Xeim brand and its reputation as thought leaders in digital and marketing excellence
  • Monitor the competitor landscape, client satisfaction feedback and industry opinions

Commercial performance:

  • Overseeing all commercial activities for winning new corporate clients on the information, advisory and training brands
  • Establishing a client-focussed sales operation that works closely with the brand teams
  • Understand market trends and developments to maximise sales opportunities
  • Understanding USP’s and benefits of own products and for competitor products
  • Accurate weekly billings forecasting, flagging risk to performance based on specific KPIs
  • Develop compelling and powerful proposals that bring Xeim 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 basi

Leadership and people development:

  • Create a positive and collaborative team environment, providing coaching and regular feedback to the sales team
  • 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 and the brands team 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 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 exceeding sales targets
  • 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 command respect and communicate with senior clients
  • Strong financial acumen
  • Good cross-team collaboration skills, team player, both as a leader and participant
  • Self-motivated and capable of hands on problem-solving
  • 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 sales process metrics throughout the team
  • Much greater frequency of cross selling of products into our existing accounts
  • 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