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Monday, 21 May 2018 01:26 GMT

Job Details

Job Title:New Business Manager
Description:New Business Manager - Northampton, Northamptonshire Company Information Our client was founded in 1966 and is the leading credit card provider in the UK with 8.4 mln customers. 1 in 5 credit cards in the UK are issued by our client. Role Purpose Develop and aggressively deploy key business strategies to recruit and implement commercial card solutions within the Large Business market. Directly recruiting and contracting only with companies with commercial card turnover between £100k to £2m / >10 cards to achieve/exceed new business targets. Principal Accountabilities Sales and Marketing - 50% Recruit New Business, exchanging legal contracts with companies within the Large Business market Pass leads for FTSE 350/Fortune 1000 company requirements of £2m+ projected turnover to the New Business Team operating within the Strategic market. Actively and aggressively market/sell Company solutions to achieve New Business t argets. Own/Direct/Produce and deliver new business quotations/proposals and presentation material. Proactively create and develop new business relationships with Larger Business companies. Build close working relationships with Large Business teams and other Group/external key business influencers to create New Business opportunities. Attend relevant events to develop New Business opportunities. Provide allocated Large Business teams with dedicated contact for Company products, staff training and management information to develop New Business opportunities. Recommend best practices to Large Business teams to drive accelerated growth and support initiatives to develop New Business opportunities. Provide evidence of customer demand to influence new business product enhancements/solutions to Line Management, Marketing and Business Development. Negotiation - 15% Negotiate at board level with strategically important clients. Handled incorrectly could result in considerable losses to the Group in revenue and brand reputation. Discuss with Line Management the provision of services and integrated solutions for sale to potential new customers. Ensure that the best returns possible are achieved when marketing and selling Company solutions and services. Many negotiations are conducted with non-Bank customers and present cross sale opportunities to secure new business and increase revenue. Negotiate full commercial terms, which meet the Company and Group expectations. Negotiate full implementation and programme requirements, including service levels within Company’s capability to meet client expectations. Decision Making - 5% Select opportunities that will provide the best returns for the business. Make commercial decisions around standard service charges. Make decisions that impact on the medium and long-term revenue/profit to the Company. Make joint decisions with clients on how to proceed with implementation of card programmes to maximise the benefits to all parties but minimise resource impacts on the Company. Planning/Operational - 20% Personal time management of day-to-day activities to maximise return on resources and achieve New Business objectives. Lead tracking, contact management and sales management reporting. Responses to tenders, often at short notice and working to strict dead lines. Performance Development, Self-Development, Product, Industry and Economic Knowledge. Attend regular New Business Team & New Business team meetings. The role holder may be required to motivate, train and coach new colleagues and subordinate staff. Undertake work as required on business projects. Candidate Specifications Technical Skills/Competencies Sales skills Presentation skills Negotiation skills PC literate Empathy Interpersonal skills Appropriate Training: Sales Skills course Advanced negotiation course Presentation Skills course Procurement Best Practices Relationship Management course Knowledge and Expertise (relating to specialist knowledge and expertise required to undertake the role. May include knowledge of the Bank’s products, services and policies) - Essential Knowledge of the company Acquiring solutions. Working knowledge of acquiring schemes, their drivers, industry dynamics, interchange, competitor solutions and future product service deliverables. An up to date knowledge of Industry related technical development Knowledge of the Business to Business sector. Fully aware of Industry trends (overseas and UK). Knowledge of relevant third party suppliers (e.g. technology) and partners. Knowledge of the Group and Corporate strategies relating to both overseas. Awareness of Bank’s payment and collection strategies and services A good working knowledge of the Banks products and services is important, as there are often opportunities to open new banking links with prospective clients. Total awareness of the interests and relationships in existence within any prospective client. Working knowledge and practical understanding of Law of contract and legislation and regulation as it applies to the industry. Experience, qualifications and other requirements specific to the role - Essential Satisfies the FSA criteria for an approved person, both initially and ongoing An exceptional New Business and profit performance record. Proven success rate in negotiating at the highest level. A full New Business and business development background. May have experience in the Business to Business Financial Services Sector. Proven experience in forecasting and costing. Key Issues over the next 12-24 months To develop key strategies to maximise New Business generation and opportunities within target markets and sectors. To develop strong relationships within the New Business team and wider business to deliver bespoke client solutions effectively and achieve objectives and goals. To develop a high profile presence within target markets and sectors, and develop industry knowledge, through research, networking and other relevant opportunities i.e. events. Additional details of exceptional aspects of the demands of the role The role holder will be expected to attend/present at industry and trade seminars to represent the group at a variety of forums. There is a need for flexibility and to be able to work to challenging deadlines when these arise. Itinerant working involving business travel throughout the UK and Europe. Attendance at events, entertaining and other business activities often outside business hours. The Company Behaviours: of particular importance to this role Drive Performance – role model, highly motivated, proven track record. Expected to deliver outstanding performance and profit contribution. Delight Customers – role model, must demonstrate understanding of Corporate decision making/procurement processes, enterprise wide role functions, technical infrastructure and expense management. Execute at Speed – role model, ability to deliver professional presentations and service delivery to Executives/Senior Management contact points. Grow Talent and Capability – role holder must take responsibility to develop both themselves and colleagues. Protect and Enhance Our Reputation – role holder must apply attention to detail. Highest standards of corporate governance is expected whilst working with Larger Business customers and Group. Build Pride and Passion – role holder will aspire / deliver the Group and Company Visions and Strategic Plans.
Salary Range:£28000 - £45000/annum bonus, p
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