Recruiter for this role:

Hayley Swain [C]

Purpose of The Job: This is an exciting, high-profile role, which is dedicated to developing major strategic new business opportunities in Middle East and Africa (MEA). The primary objectives for this role are focused on identifying, developing and ultimately securing profitable business from new clients. These would predominantly come from Financial Services (banks, credit card issuers, payment networks), Travel brands (OTA’s, corporate travel) and Telcos with large customer bases.  

This role will focus on growing our net new clients for our Travel Experiences proposition, with opportunity to span across out Group wide products in Loyalty Commerce and Insurance. The BDL will be accountable for sector- focused go-to-market plans for MEA. and will take full ownership of the sales process from prospecting, qualification, pipeline building and sales negotiation through to the signing of a commercial agreement with the client.

The BDL will liaise closely with product and operations teams to ensure that sales made are technically feasible and in line with the proposition and product priorities and roadmap developments. The BDL will also work with colleagues in finance to model potential returns and develop pricing strategies. Ultimately the BDL will be judged on sales performance, winning new clients that can be profitably and sustainably managed by Collinson account and delivery teams.  

Key Responsibilities:

Lead key regional Business Development activities across the target MEA industry verticals with a consultative approach:

• Grow the pipeline and close high value clients in the focus MEA markets
• Develop and own MEA go to market plans for each key sector and proposition, contributing to overall Regional Plan
• Identify target key decision makers and influencers across all prospect organisations and generate positive relationships and positive recognition of our capabilities.
• Drive awareness of and create demand for relevant Collinson products and services.
• Identify key sales cycles and RFI/RFP milestones for major contracts/opportunities.
• Represent Collinson at key events to develop the brand profile and sales pipeline.

General collaboration with key internal stakeholders throughout the new business process and sales cycle:

• Work with finance to accurately forecast the business arising from client opportunities, specifically obtaining key commercial inputs and aligning from the outset with client objectives, ambitions and ideally budget
• Support new business processes including pipeline reporting requirements and bid qualification to quickly establish a ‘Go/No Go’ for key prospects and to focus internal resources on the best fit opportunities
• Work in conjunction with key stakeholders to lead large RFPs including owning the win strategy, the in-person pitch and all necessary follow up through to closing
• Take responsibility to close new client agreements, leveraging product, operations and legal support as necessary.
• At the request of account management colleagues, support the cross-selling of Group products and services collaboratively to existing clients.

Effective and timely reporting standards and CRM utilisation

• Update Salesforce pipeline activity with opportunities and their relevant status and value to maintain a healthy and accurate sales pipeline for MEA.
• Ensure learning from every sales interaction is taken back in house to enable the ongoing development of the overall sector proposition, product roadmap, and competitor analysis.

Knowledge, skills and experience required:

• A problem-solving mentality and ability to leverage expertise, insights and story-telling skills to get the right business outcomes
• 5+ years’ experience securing product/service solutions into large Financial Sector Clients
• Proven record in exceeding previous relative personal sales targets, increasing Region’s turnover and improving profit
• Proven success in developing and managing a sales pipeline against key metrics and goals, incorporating disciplined and effective strategies for cold calling/contacting
• Proven consultative influencing and negotiation skills at executive and/or C-level
• Possession of a strong network in the regional Financial Sector
• Credible ability to “pitch” with a degree of relevant evidential commercial awareness and business acumen
• Use of own initiative, self-motivated, ability to hit the ground running
• Great team working ethics and personal integrity.
• Experience of selling consumer