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Senior Business Development Manager

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Sales
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Summary of Role
Creates and follows through on high-value opportunities with clients using a consultative sales approach to sell the Association’s broad portfolio of membership and learning products. Accountable for attaining significant revenue-generation responsibilities and ambitious goals.
 
Accountabilities & Responsibilities
  • Sales Responsibilities
    • Meet or exceed ambitious individual and team revenue targets.
    • Develop and execute new business opportunities across agreed geographical areas and accounts
    • Identify new business prospects and develop relationships leading to revenue generation
    • Develop and cultivate high level relationships at key employers, up to and including CFO and CEO level, to increase account penetration and strengthen the business relationship, thereby elevating the Association’s status to a preferred supplier and trusted advisor
    • Sell using a consultative approach to build a trusted-partner relationship with clients
    • Act as a trusted business partner to key clients, demonstrating a solid understanding of their business issues and needs, proposing suitable business solutions and positioning the Association to meet these needs
    • Exhibit effective closing skills to bring proposals and solutions forward into contract negotiations and client purchase
    • Negotiate new business deals on terms which meet the Association’s requirements
    • Nurture relationships post-sale on an ongoing basis to ensure high client satisfaction
    • Conduct regular account review meetings to proactively grow accounts
  • Sales Solution Responsibilities
    • Develop and deliver compelling proposals / solutions that clearly exhibit an understanding of customer needs and how the Association can support the customer’s goals
    • Engage other internal AICPA team members to participate in customer outreach when appropriate
    • Consult on product offerings from across the Association
    • Provide feedback internally on customer needs and competitive products
  • Sales Operations Responsibilities
    • Document business development activities and client information daily within our organization’s CRM
    • Provide ongoing reports on business development activities and sales results
    • Gather data on prospects to prioritize new business opportunities, including: organization structure; timing, budget and current vendors for education and association memberships; and account’s competency framework 
  • Global Market Responsibilities
    • Coordinate with global teams to ensure efficient and effective key account management that meets and exceeds customer expectations
    • Work as a liaison with global teams to ensure activity is coordinated across regions
    • Provide support for global teams in developing/delivering local new business expertise
  • Product and Industry Responsibilities
    • Maintain a thorough understanding of our portfolio of membership and learning products
    • Proactively contact existing customers to communicate new product introductions
    • Understand and articulate current issues impacting the finance and accounting profession, including specialized areas 

Supervisory Responsibilities
None
Knowledge, Skills & Abilities Required
motivated, energetic self-starter with proven business-to-business sales experience in a fast-growth environment.
  • Results driven: Ability to self-motivate and drive to aggressive revenue targets
  • Performance focused: Must have a strong work ethic with personal accountability as a major driver
  • Sales skills: Experience with customer-oriented, solutions-led, consultative selling techniques (Spin, Solution, etc.)
  • Business development skills: Demonstrated ability to prospect and develop and win new business is critical
  • Relationship skills: Senior level relationship development and management skills
  • Negotiation skills: Negotiation skills in the process of converting opportunities to sales
  • Communication and listening skills: Being engaging, persuasive and active listening are essential over the telephone and in person
  • Presentation skills: Ability to create and deliver compelling presentations with clear-cut call to actions that resonate with customers.
  • Collaboration / teamwork skills: Ability to work with international colleagues. The ability to share knowledge, skill and experience openly is key.
  • Cultural fluency: Understanding of global cultural and business norms, and the ability to communicate and sell effectively to an international audience
  • Knowledge of the public and management accounting profession
  • Business acumen and knowledge: Industry and market knowledge; an understanding of organizational business drivers as well as the ability to recognize where the Association can add value will enable dialogue with senior finance and other business executives
  • Knowledge of Microsoft Word, Excel, and PowerPoint.
  • Valid passport required
  • Fluent English required.
 
Required Experience, Qualifications & Education
  • 7-8 years’ experience in senior level B2B sales, new business and business development
  • Bachelor’s degree
  • Experience in training and talent development
  • Demonstrated track record driving to high revenue goals in an enterprise/B2B sales position
  • Experience selling into complex organizations operating at country/regional/global levels
  • Business development and account management experience with substantial exposure at a senior/managerial level dealing regularly with director level executives
  • B2B sales development experience with a track record of success in selling intangible benefits to corporate customers
  • Commercially ‘savvy’ with a knowledge of sector/market/business trends
  • Prior experience of working in a complex international organization
  • Experience in learning & development or closely related field
  • Experience using Salesforce CRM
 
Preferred Experience, Qualifications & Education
  • MBA

Equal Employment Opportunity

The Association of International Certified Professional Accountants is committed to creating a diverse environment and is proud to be an equal opportunity and affirmative action employer. All employment decisions are based on business needs without regard to race, color, ethnicity, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status or any other applicable legally protected status. All qualified candidates are encouraged to apply.

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