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Director – Business Development, Research

Sales & Bus Dev Job ID: 1186911

COMPANY OVERVIEW:

This company is the financial services industry’s leading provider of powerful tools, relevant content, and meaningful connections. Their mission is to give financial services leaders the confidence to make smart business decisions because a strong financial services industry helps consumers, businesses, and communities thrive. They have a growing, highly valued, and respected syndicated, data-driven benchmarking and strategic research business serving executives at top tier U.S. financial services companies. These financial services leaders need relevant, actionable information and comprehensive insights to support and drive the critical business decisions they make that will positively impact their organization’s performance.

POSITION OVERVIEW:

The Director – Business Development, Research is a critical role to sustain the continued growth focusing on adding additional top financial institutions to an exclusive consortium of banks. It requires a seasoned professional that can create a strategic prospecting plan and execute successfully from prospecting to contract signature pursuing new clients.

This person will leverage existing experience and contacts at all levels (Analyst to C-level) to identify needs and articulate value they can provide by becoming a member of the research consortium and purchasing the solutions. A solutions-based sales approach with experience selling Data, Analytics, Research and/or Software as a Services (SaaS) to consumer and small business retail banking will help a candidate be successful in this role.  

RESPONSIBILITIES:

  • Develop Prospecting Plan for top 30-50 strategic banking prospects focused on Super Community, Regional and Direct banks. 
  • Work with Marketing to create Account Based Marketing Plan for targeted banks.
  • Research/profile prospect banks to identify and penetrate top prospects.
  • Stay attuned to market trends, competition, customer needs, pricing and other factors that may impact sales and growth.
  • Develop account strategies and a network of contacts at various levels/functional responsibility within each prospect organization.
  • Plan and organize work schedule to contact prospects through various communication channels to build pipeline that builds to ~10 prospect meetings per month, and ~3-6 new client contracts per year.
  • Provide prospects with information and advice on the research products and services.
  • Conduct a needs assessment and develop recommendations/proposals.
  • Demonstrate working knowledge of Research solutions over the phone and Internet with an ability to articulate the value proposition of various products that meet the client’s needs.
  • Follow leads through all stages of the sales cycle – lead generation, interest, proposal, negotiation, closing.
  • Work with Account Team for successful client onboarding and transitioning. 
  • Actively manage sales pipeline (prospecting to close) within the CRM.
  • Provide realistic sales forecasts to facilitate growth.

PREFERRED PROFILE:

  • A minimum of 5-10 years experience in new Client Development and direct experience in business-to-business solutions selling.
  • Experience selling B2B products and services to Mid to Upper market financial services clients.
  • A desire to grow by generating new business through prospecting.
  • Strong organizational skills and proven approach to new client sales
  • Ability to work collaboratively with other functions (Marketing, Product, SME’s, Client Success, etc..) 
  • Experience selling products in Data, Analytics, Research, and/or Software as a Service (SaaS) 
  • Experience in the financial services industry required.
  • Demonstrated success creating leads and sales through prospecting. 
  • A history of meeting or exceeding assigned sales quotas for new business.
  • Technologically savvy, with extensive use of the Microsoft Office suite and ability to learn and demonstrate proprietary systems.
  • Demonstrated high-energy, tenacity and dedication to excellence as a sales professional.
  • Desire for professional development.
  • Motivated by an internal desire to win and a desire to increase your own personal wealth. 
  • Bachelor’s degree required.

LOCATION: Preferably Chicago but can be Remote

Job ID# 1186911

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