New Business Manager

Department: Sales

Reporting to: Head of New Business/Sales Director

Purpose

1. To identify, generate, and cultivate relationships with new customers, leading to the establishment of new customer accounts and contracted accounts.
2. Execute the New Business strategy, achieving New Business Targets on a quarterly and annual basis.
3. Collaborate with colleagues across departments to develop & deliver effective new business strategies and nurture client relationships.
4. Efficiently transition new customers to the Account Development team, ensuring maximum sales potential.
5. Implement company sales strategies, oversee the complete service offering, and manage an effective sales pipeline.

How

1. Engage with potential customers via face-to-face and virtual interactions, including meetings, accompanied site visits, specific client events, open days, webinars, virtual events, and networking opportunities. Aim to schedule 6 New Business Appointments per week, including site visits with potential clients, and organise 12 "after-hours" client events annually.
   
   Cultivate and expand existing business networks. Attend venue openings, industry events, exhibitions, and various networking events, including those tailored for Event Managers, Personal Assistants (PAs), and Executive Assistants (EAs) and NFP organisations.
   
   Generate 50 new leads per month.
   
   Identify potential contract opportunities, assist in pitch preparation, and contribute to presenting the pitch.
   
   Focus efforts on the key areas assigned in the Sales Plan for example Birmingham, Bristol and Manchester.
   
   Leverage sales research tools such as LinkedIn, web research, and Salesforce to pinpoint new business opportunities aligned with the defined strategy.
   
2. Collaborate with the Sales Director and Managing Director to help develop the New Business strategy, on a quarterly basis keeping it aligned with emerging commercial trends and needs.
   
   Consistently contribute to updating the business strategy by analysing attained results and offering insights to fine-tune the approach in accordance with prevailing commercial trends.
   
3. Foster effective and engaging communication with Operations, Events and Carbon Consultancy teams, ensuring seamless conversion of business opportunities at the highest levels. Collaborate with other developing facets of the business.
   
4. Prepare and oversee the seamless implementation and handover of established new business customers to designated Account Development Managers.
   
   Create Account Development Plans for key customers.
   
5. Collaborate with colleagues to achieve set targets over the following year, working in tandem to drive new business growth.
   
   Prepare and analyse customer management information and internal sales reports, evaluating performance against predefined targets.
   
   Actively contribute to discussions within the New Business section of company Sales Meetings, sharing insights and strategies for growth.

Measurement

1. Achievement against targets
2. Implementation of the New Business strategies in the Sales Plan
3. Successful handover of new business customers – financial development and longevity of relationship
4. Monthly reporting, Salesforce reporting and sales meetings
5. KPI results
6. Use of the “Sales toolkit”

Environment

Located from Home Office & Hinckley Office. Anticipated to be 2-3 days per week in client meetings.

Working pattern – 5 days per week, additional hours may be anticipated with this senior role to meet the needs of the customer and business.