We are seeking a Senior Business Development Manager to support B2B sales across Spain.
Responsibilities
* Sales Strategy & Execution :
* Contribute to sales strategic planning and business development initiatives
* Develop and execute strategic sales plans to expand the client base and achieve sales targets
* Manage the entire 360-degree sales process independently
* Maintain knowledge of the FX market, compliance, legislative, and broader business / economic trends to anticipate and meet client needs
* Surface and understand customer pain points to present / match company solutions to meet their needs or objectives
Lead Generation & Prospecting :
* Use market data and value proposition to identify new leads and opportunities to build a continuous pipeline
* Achieve key performance indicators (KPIs) such as revenue setting targets, and report them on a weekly, monthly, and quarterly basis, to drive revenue growth and retention as well as develop a sales strategy with key product partners
* Identify and engage new prospects in (SME and Corporate sectors), aligning with Partners under the direction of the Head of Desk or Sales Leaders
* Proactively seek new business opportunities through cold calls, networking events, referrals, exhibitions, and partnerships
* Use sales tools like Salesforce, Highspot, and ZoomInfo to generate leads
* Present and demonstrate (international payment solutions and products) to key decision-makers
Relationship Building & Management :
* Introduce relevant support functions such as Customer Relationship Management (CRM), Corporate Hedging manager (CHM) and / or Sales Leaders / Heads of Desk to clients
* Build and maintain long-term relationships with associated organizations, partners, and advisors of our prospective client
* Collaborate with different partnership teams within Convera to develop a strong external network of Ideal Customer Profile (ICP) partners
* Provide ongoing consultation and support to ensure client satisfaction and retention
* Manage new customers until they transition to the CRM Team
* Participate in industry events to promote solutions and network with potential clients
Negotiations & Contract Management :
* Lead and influence negotiations with clients of large established organizations (i.e., from the Owner of a start-up to the Finance Director or Chief Executive Officer), securing profitable agreements
* Ensure contracts are compliant and monitor performance against agreed terms in collaboration with legal and finance teams
* Maintain documentation of all relevant SFDC records (e.g., sales diary, prospect's next steps, etc.)
* Work closely with internal teams (i.e., including bid, customer assurance, pre-sales, and customer care) to ensure seamless service delivery
* Provide market feedback to support product development and marketing strategies
* Work with Global Segment leads and regional product partners to ensure product offering is competitive in service, function, and price
* Support junior members of the team and support and / or lead training projects
Reporting & Analysis :
* Maintain accurate forecasts and insights on customer requirements, trends, and risk
* Track performance metrics to measure success and identify areas for improvement, leveraging sales tool such as Salesforce
Qualifications
Basic Qualifications :
* 5+ years of B2B sales experience in international payments or financial services
* 3-6 years in (FX (i.e., understanding of financial markets and their instruments, such as SPOT, FWDS, Derivatives), payments (i.e., understanding of payments & technology market), or financial markets
* Extensive sales experience within a global organization with a network of senior contacts
* Proven ability to navigate gatekeepers to reach and influence C-Suite level relationships
* Strong sales management, business acumen, and strategic account management skills
* Knowledge of international payments and foreign exchange products
* Financially astute with knowledge of business needs / concerns, as well as the commercial impact of global news and events
* Proficient in CRM software (e.g., Salesforce, Highspot) and MS Office Suite
* Ability to work independently to achieve or exceed KPIs and revenue targets
* Willingness to attain (Level 3 CISI Certificate (i.e., Introduction to securities and investments)) and / or (Level 4 CISI Certificate (Investment advice diploma)) within 6 months of hire
* Must be fluent to a native level in Spanish, Catalan is a plus
* Must be fluent in English (oral and written), as all internal communication is in English
Preferred Qualifications :
* Experience working in financial institutions, hedging solutions, and / or management consulting services a plus
* Familiarity with the Miller-Heiman strategic selling framework or similar sales methodologies
* Detailed knowledge of the geographical area of reference in terms of banking environment, including established professional networks, competition, and technology suppliers
* Bachelor's degree preferred, MBA is a plus
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