Our client is an experiential solutions partner. The mission is to deliver aspirational and innovative solutions to client’s problems and take them out of their comfort zone.
With a small team that punch above their weight they have a collaborative approach to all work they do. The Agency’s approach is everyone’s ideas are valid they promote speaking up and sharing thoughts, feedback and concerns, always keeping 3 key principles in mind.
- Clients must remain happy
- Achieve continual growth, with both existing and new clients
- Maintain profitability
Role Overview
The BDM’s role is to drive incremental growth within their client portfolio. Achieved by developing meaningful relationships with client contacts, both existing and new, to both acquire new projects and retain existing workstreams.
The BDM does not manage the day to day running of individual projects, this is the role of the Project Delivery lead and team.
hey must stay visible to clients throughout key projects to ensure those teams are delivering to the needs of the client whilst maintaining profitability.
This is a proactive sales role and requires significant levels of prospecting with a 70/30 focus on developing relations and winning new work from new client contacts in existing accounts vs. maintaining existing business with current contacts.
This role will include visiting client contacts at their offices and events and due to the international nature of our business will therefore require travel abroad for periods up to 2 weeks and may sometimes be at short notice.
Skills and Experience:
- Extensive experience in mid/senior level business development roles working directly with global brands.
- Track record of building accounts to over a minimum £1M annual revenue
- Experience in pitching and winning high profile, complex and large budget projects in an Agency environment.
- Experience across multiple industry sectors and comfortable in the specifics of execution. (Exhibitions, events, conference, green field, fixed facility, road shows, government projects)
- Proven leadership qualities both client and internal teams.
- Experience of working with and presenting to Senior Level client groups and procurement teams within large multinational brands online and in person.
- Understanding and experience in sales, in particular upselling and cross-selling within existing client group.
- Experience prospecting, seeking out new business and identifying opportunities, developing client business plans.
- Experience of active client engagement through phone calls, LinkedIn, messaging apps, email and other channels.
- Impeccable commercial awareness and profitability management skills.
- Excellent time management skills with ability to assess opportunity cost and adapt focus to achieve the best result.
- Has worked internationally and has experience and understanding of multi-currency projects and regional nuances, pitfalls, H&S, unions etc.
- Strategic selling skills
- Negotiation skills with experience on contracted rates and terms.
- Excellent communication skills both written and verbal.
- Proven ability to create and deliver compelling client presentations from creative solutions, program evaluation, business cases to agency credentials.
- Confident and experienced working with Producers, Creative Directors Project Managers, Production and Technical Managers.
- Excellent level of computer literacy, particularly regarding Microsoft applications.
Key Responsibilities
- Consistently achieve all prospecting and sales pipeline related KPIs. including:
- Discovery of new client contacts within existing client accounts across all regions
- Booking and conducting introductory meetings with new contacts in existing client accounts
- Adaptation and presentation of agency credentials to new client contacts.
- Identify and secure briefs for new opportunities with new contacts
- Build and maintain a healthy and balanced pipeline across a portfolio of client accounts
- Achieve annual financial targets (revenue and profitability) by client account and portfolio, staying on track for quarterly run rate
- Leading on pitch work ensuring business strategy and financial planning is effective to deliver project wins and profitability.
- Being the main and consistent point of contact for all clients; ensuring a positive, effective and trusted relationship is maintained and that client expectations are exceeded.
- Responsibility for client account financial forecasting and revenue targets, managing the overarching account profitability, working closely with the project delivery teams whom manage the day to day projects.
- Taking and developing briefs with clients and presenting them into the delivery teams.
- Provide regular project health summaries for key client stakeholders for all relevant projects and be the voice of the client in critical internal reviews.
- Working with Creative and Project Delivery teams to prepare and present client presentations.
- Must be comfortable presenting both online and in person.
- Securing client POs and support on time invoicing
- Engagement with brand procurement teams to maintain healthy buyer relationships, ensure roster positions are retained and grown and the agency’s reputation is in good standing.
- Negotiation with client and procurement teams on pitch proposals
- Build and maintain client development plans for every client in the portfolio including key target contacts, activities and budgets.
- Mining insight into challenges and opportunities facing portfolio clients and crafting strategic prospecting outreach that is both relevant and timely for the client contact.
- Build and maintain a bank of high quality case study assets for use in outreach communications and credentials meetings
- Maintains accurate and up-to-date date client contact records/meetings on CRM system (GDPR regulation complaint).
- Updates weekly prospect reporting on prospecting activity and sales pipeline
- Credible representing the agency with new and existing clients, present work confidently
- A lead or supporting role in RFI submissions and RFP responses, effectively collaborating with departments to generate the highest standard of work.
- Re-connect with lapsed clients and those that have moved to different brands to reinspire them to partner with the agency
- Form strong, trusted relationship with clients and prospects efficiently and effectively
- Manages upwards to leadership team, accountable for targeted growth outcomes
- Pro-active pivoting of plan and approach to generate required results when not achieving targets