Business Development Director (Commercial)

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Requirements:

• Strong field sales or account management experience, preferably within the B2B sectors, with the ability to network and build excellent rapport with varied customers and colleagues
• Experience of working within the law-firm / conveyancing market would be a strong advantage for this role
• Versatile and confident to communicate effectively from Partner level to Trainee/Paralegal/Administration/IT level
• Excellent written skills
• The ability to network and build excellent rapport with varied customers and colleagues
• A thorough understanding of professional account selling
• The ability to construct and deliver persuasive presentations
• Comfortable working from home, using core Microsoft Office applications and other industry relevant programs (ie. SalesForce)
• The ability to analyse and interpret Excel spreadsheets, use of Word Processing, PowerPoint applications
• Knowledge of the internet and the supply of online information
• The ability to work from office, home and whilst away
• Happy to undertake some travel nationally (Scotland and wider UK to Landmark sites) including overnight stays when needed

Responsibilities:

• Manage the sales process from prospect identification to close
• Support customers for the first three months from close, ensuring that they receive excellent standard of service/experience, passing relationship over to Operations team
• Conduct market research to identify and quantify opportunities
• Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects
• Maintain an excellent knowledge of the full suite of M&B products and services for the Scottish Commercial market as well as Landmark Information Group (LIG) products and services which may be relevant for the market
• Identifying and closing new customer’s business
• Securing business from segments/teams inside existing customers not working with us
• Identifying and securing new opportunities for the Land Referencing team
• Introducing relevant LIG products to existing and new customers
• Draft and deliver proposals
• Work with operational and technical specialists, customer success and product specialists to address customer requirements – in particular highlight where LIG product solutions may require adaptation for the Scottish market and legal process
• Develop and maintain segment plans which outlines how sales targets will be met on an ongoing basis
• Develop and maintain plans for major opportunities including strategic motivators, main stakeholder, buying process and forecasted sales
• Log detailed notes in SalesForce on prospect interactions as well as managing opportunity progression through stages in the pipeline to enable expected forward revenues to be identified and tracked through to closure
• Work with local Marketing to plan and execute lead generation campaigns
• Provide feedback on market trends, competitive threats and opportunities to deliver greater value to customers by extending M&B and LIG’s product and service offerings
• Represent M&B and LIG, conducting all sales activities with the highest degree of professionalism and integrity