Senior Business Development Manager

Senior BDM: CEB International Executive Forums

CEB is a best practice insight and technology company. Inpartnership with leading organizations around the globe, we develop innovativesolutions to drive corporate performance. CEB equips leaders at more than10,000 companies with the intelligence to effectively manage talent, customers,and operations. CEB is a trusted partner to 90% of the Fortune 500, nearly 75%of the Dow Jones Asian Titans, and more than 85% of the FTSE 100. More at cebglobal.com.

CEB International Executive Forums is a membership basedservice for the senior executives of Australian operations of global companies.Originally established as the CEO Forum Group and acquired by CEB in 2015, thebusiness purpose is to connect, inform and enable its members to help thembuild stronger and even more successful Australian operations for their parentcompany.

The Forums business currently has three services includingthe International CEO Forum, the International CFO Forum and the InternationalHRD Forum which operate both in Sydney and Melbourne. The International CSOForum for Sales Leaders will be launched in Q4 2016.

The Senior Sales Executive will have responsibility forwinning new business across the CFO and HRD Forums immediately and in thefuture has the opportunity to drive new business in the CSO Forum as well astake responsibility for strategic sponsorship revenue. In 2017, the role willcarry a target of $1M AUD in revenue.

How You Will Make an Impact

  • Reporting to the Director of the CEB International Executive Forums and workingwith the respective Program Directors and Program Managers, take responsibilityfor the full sales cycle for CFO and HRD Forum prospects
  • Make contact and build relationships with CFO and HRD prospects andtheir assistants, describe the Forums’ programs and value of membership
  • Book and execute first sales introductions
  • Gather and record Business Intelligence prior to prospect interactions to increase the effectiveness of the call and to support the preparation of the face to face meetings (including institutional and CEB relationship background information)
  • Understand and convey program dimensions and insights about multinationals and multinational executives
  • Extend invitations to prospects to attend events; attend a variety ofevents to host prospects and ensure they have a positive experience of an event
  • Convert opportunities to close deals
  • Build a network; continue to stay in touch with prospects who havedecided against membership
  • Manage and respond to inbound requests from prospects by diagnosing needs and leveraging Directors and Managers as needed working to develop responses
  • Support effective territory management through lead generation, prospecting and pipeline management, and ensure activities, including calls and meetings booked, meet established thresholds for both volume and quality
  • Analyse client data and produce reports to identify themes and trends inthe markets we operate in
  • Take responsibility for the quality and accuracy of all prospect datafor reporting, segmentation and communication purposes
  • Steward sales contract process and documentation
  • Provide an excellent handover to Program Directors and Members to ensure smooth onboarding process of new members

We are looking for a Highly Motivated Individual:

  • Degree qualified
  • 5 years of face to face sales experience across the full sales cycle preferably in a professional services and/or membership business model; potentially from a background in either consulting or membership services/operations
  • Demonstrated track record of successfully achieve sales targets and closing deals
  • Expertise in and understanding of the Finance and/or HR functions
  • Understanding of the role of the CFO and the HR Director
  • Understanding of the multinational context and a strong desire to learn more
  • Is proactive, comfortable and persevering with making cold calls to senior executives
  • Has the ability and tenacity to overcome objections during all stages of the sales process
  • Possesses confident and sophisticated communication and presentation skills by telephone and in person
  • Understanding of and appreciation for the professional services/membership services environment
  • Superior relationship and networking skills
  • Exceptional polish, poise and gravitas
  • Passionate and devoted user of Salesforce; gets how using the tool supports the results
  • Strong organizational and data management skills
  • Enjoys working within a team of highly motivated and polished professionals
  • Tenacious and gracious; effective at polite perseverance; avoids hard sell tactics
  • Holds Australian citizenship or permanent residence

What CEB Can Offer You

  • Significant exposure to local C-level executives of global companies
  • Career development, salary increases, and advancement based upon your performance

For more information on other exciting opportunities, please visit our Careers page

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