Business Development Manager

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** Recruiter for the role:
** Paul Williams What Does a Business Development Manager Do:
Collinson offers a comprehensive suite of loyalty technology and commerce solutions, combined with Loyalty marketing and CRM services, all with customer data at the heart. We help our clients give their customers compelling reasons to engage, spend more and become loyal advocates, and we have done so for 30 years.
The Business Development Manager will lead our efforts in selling Collinson’s products and services to Financial Services clients under the leadership of the Business Development Director. Together, they will focus on prospects, including banks, credit unions, credit card issuers, general insurers, payment networks and other FS organizations with large customer, cardholder, or membership bases. The position will leverage Collinson’s global experience serving leading travel brands to develop opportunities with new prospects, as well as cross-selling products and services to existing Collinson clients.
The Business Development Manager will support the evolving, robust pipeline of qualified opportunities/leads across the sub-region to nurture as direct clients, to secure new deals that generate incremental revenue from clients & prospects primarily operating within the travel & tourism sector. Internally, this will involve close collaboration with the cross-functional teams including loyalty, product and delivery, regional marketing, and account management teams.
Overview:
Responsible for creating and managing a robust pipeline of new client business with suitable urgency and rigour around prospecting process.
While working in a matrix environment, define an effective Go To Market strategy and associated forecast for the travel sector in full alignment with the leadership team.
Support the realization of new revenue through pipeline management, RFP/pitch success and large projects sold within 12 months.
Raise profile, awareness, and clarity of Collinson’s Loyalty proposition in the market, while also representing other Collinson group solutions.
What You'll Do:
Support Collinson’s sub-regional Business Development activities across Loyalty products and services through a consultative approach within the financial sector:
Help develop sales plan, identifying key prospects; identify and target key decision makers and influencers across all prospect organizations.
Identify key sales cycles for major contracts/opportunities from RFPs within the financial sector.
Map and understand the competitor set – which is now diverse and fragmented (loyalty tech providers boutique data shops, to traditional Loyalty providers like Merkel and AIMIA, as well as CRM agencies).
Help develop effective and maintain constructive contact strategies with clients and prospects.
Champion the cross-selling of Collinson Loyalty products and services to existing clients in collaboration with regional account management teams.
Represent Collinson at key industry and corporate events to develop the brand profile and sales pipeline.
Collaborate with key internal stakeholders throughout the new business process:
Liaise with Loyalty consulting and/or pre-sales subject-matter experts to develop effective win strategies to match client/prospect needs and challenges with relevant Collinson products and services.
Facilitate two-way interaction with research and marketing, sharing data on sector developments, news, prospect/competitor insight and activities.
Liaise with regional account teams to introduce Loyalty products and services to existing clients in a strategic and coordinated manner.
Assist in managing responses to RFIs/RFPs including, ensuring the right casting and materials:
Work in tandem with the consulting and pre-sales team to ensure a smooth transition from sales into product demonstration, commercial negotiation, and sales closure.
Liaise with the relevant Proposition owners, financial analyst(s), brand/marketing, and IT, to develop RFP responses and commercial proposals.
Co-ordinate and deliver all content to deadlines ensuring quality of execution.
Ensure thorough…