Senior Business Development Director

Job Purpose

We are looking for a committed, driven, and self-motivated Senior Business Development Director with proven sales experience, strong “hunting” DNA and preferably good knowledge and experience in the IP market to join our expanding Sales team. The individual will be part of the Regional Sales team, focusing mainly on prospecting and selling our services to Corporates and Law Firms in the respective region.

 

About IP Solutions 

RWS IP Solutions is the world’s leading provider of intellectual property support services. With over 60 years of experience, our leadership in high quality patent translations, foreign patent filing, IP research and patent renewal services is unrivalled. Combining expert patent translators and advanced technology ensure translations of the highest consistency and quality.

 

We help streamline clients’ internal processes, providing flexible, cost-effective foreign filing services reducing the administrative burden associated with protecting IP on a global scale. We offer patent renewals and recordals services, as well as the widest range of IP research services on the market. RWS IP Solutions supports its clients throughout the entire IP lifecycle, from concept to commercialisation. RWS clients include many of the world's best known brands, and 18 out of 20 of the world’s largest patent filers.

For further information, please visit: RWS IP Solutions

Job Overview

Key Responsibilities

 

• Detect and prospect new clients/opportunities within corporates and law firms to develop the regional market for IP Search, Foreign Filing + Translation, Renewals and other IP services and solutions.
• Build and maintain an active sales pipeline.
• Identify opportunities for upselling and cross-selling into a selection of existing customers.
• Develop and deploy ongoing prospecting and lead generation methodologies.
• Qualify, nurture and manage the complete sales cycle of allocated leads.
• Manage and maintain pipeline and sales cycles, as well as record activities in our CRM (Salesforce).
• Create, maintain and leverage client relationships.
• Own and manage the complete sales cycles, including definition of sales strategies, RFPs, development of customised value propositions, customer presentations (live and remote), solution architecture, closing plans, etc.

 

Key Metrics

 

• New clients won
• Revenue generated from existing/new clients
• Pipeline velocity and quality
• Forecasting accuracy
• Outbound activities
• Client interactions

 

Skills & Experience

 

• Communication skills including delivery of presentations and pitches

• (Preferably) Knowledge of the IP industry
• Experience of consultative sales
• Demonstrable success in closing new business and retaining existing accounts
• Demonstrable experience in prospecting, outbound lead generation activities
• Self-Organization
• Business analysis, planning and organisational skills
• Negotiation skills
• Structured approach to selling
• Commercial awareness and results focus
• Relationship management
• Using knowledge of the market and competitors to identify and develop the company’s unique selling propositions and differentiators
• Ability to learn new products and services
• Experience tracking sales activity in a CRM tool (e.g. Salesforce)
• Ability to work remotely with previous success in performing independently

 

 

Base Pay

 

$160,000 - $185,000 / year 

Actual rate of pay may vary based on factors including, but not limited to: position offered, location, education, training, and/or experience. Total compensation may also include variable incentives, bonuses, benefits, and/or other perks, as outlined in any formal offer made. 

 

 

Candidates must reside in State advertised to be considered

 

California, Colorado, Connecticut, Delaware, Florida, Illinois, Maryland, Massachusetts, Nevada, New Hampshire, New Jersey, New York, North Carolina, Pennsylvania, South Carolina, Texas, Virginia

Life at RWS

At RWS, we’re here for one purpose: unlocking global understanding.  

 

As a unique, world-leading provider of technology-enabled language, content, and intellectual property services, we remove the barriers to communication to make global connection possible. Our unrivalled experience and deep understanding of language have been developed over more than 60 years. As we look to shape the future, our ambition