Development Representative New Product

The B2B Sales team at the Financial Times has a successful track record growing access license sales of B2B content to corporate, government, and education clients. The B2B department is looking to build and sell new products to current and future customers that are valuable to users in their professional life and offer a different experience to our B2C product offering.

 

The Sales Development Representative will support the FT’s sales teams and will be responsible for pre-qualifying leads and prospects for the field sales team to close into new business revenue for new products. Also, the ability to make a sale and build a bridge to support the existing sales team in raising awareness and supporting the sale of the new product.  This means being able to show initiative on an individual level with a strong ability to work across the sales team and with other internal business stakeholders to understand customer needs, grow the value proposition and pricing to a full product launch generating sales.

 

Key aspects of the role:

• Talk to users/stakeholders about how they use / might use new products with a view to understanding the value drivers.
• Articulate and help refine the value proposition.
• Identify and engage with the most relevant stakeholders where there is perceived demand.
• Find out who the budget holders will be for this new product.
• Work with the new product development working group to identify and agree on accounts to target and help shape and grow sales best practices in reaching out to the marketplace.
• Collaborate with Customer Relationship Managers on existing license accounts to bundle new product offerings onto existing licenses and/or explore new licenses.
• Work with CRMs to formulate proposals and navigate the client buying process.
• Contribute feedback from the market to help shape our pricing model/principles.
• Demonstrate a highly inquisitive and curious nature to keep an eye out for unmet/unknown customer needs.
• Contribute suggestions on the new product tools that contribute to growing the success of this initiative such as marketing materials and campaigns etc.
• Input into the launch/rollout process.
• Make efforts and outcomes transparent to the business through diligence when using Salesforce. This can be quantified through SF reports showing activities and the outcomes of client discussions.
• Contribute input on how to best use SF with regards to roll out new products.
• Regular communication and feedback on what is working and not working so the business can learn and pivot actions to the marketplace to maximize our success.
• Proactive approach with the ability to work individually and as part of a team.

 

Qualifications / Competencies / Skills / Experience

 

Essential

• Experience in sales client facing role
• Sophisticated questioning and probing skills and able to gain commitment from clients at each stage of the sales discovery process
• Excellent communication skills
• Analytical mindset and demonstrates the ability to think and act strategically
• Relationship building and navigating client organisations effectively
• Able to prioritize and manage one’s time effectively
• Comfortable with data and technology
• Able to work across multiple markets and industry sectors
• Shows initiative and follows up
• Ability to act independently and as part of team

 

What’s in it For You? Our Culture & Benefits

 

• Generous paid time off including vacation, personal days, sick days
• Comprehensive health, vision, dental, and life & disability insurance for employees and their families
• Competitive 401k and company match, Flexible Spending Account (FSA) and commuter benefits 
• Paid parental leave (maternity & paternity) 
• Flexible working 
• Other great perks such as summer Friday’s, volunteer days and in-office events
• Employee-led networks which promote and celebrate diversity and inclusion in the workplace by connecting, engaging and empowering individuals across the organization  

 

At the FT, we know our most valuable resources are our people and we embrace our employees’ unique skills, experiences, and perspectives. We welcome all members of the community to apply regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.  Learn more about our benefits and commitment to