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Associate Director, Sales

Role Summary

The CBI’s Business Development Team is responsible for bringing new members into the CBI.

We are looking for a high-performing commercial and sales oriented Associate Director to help us meet our ambitious customer acquisition and revenue growth objectives. You will be part of helping to create a more sales-focused team at the CBI. You will be responsible for developing and managing a pipeline of target companies, as well as implementing key growth sales strategies, tactics and action plans required to help achieve our membership income targets.

A core part of this role will be to work alongside and collaborate with colleagues in the London and South, Regions and Nations, and Sector teams in the recruitment and on-boarding of new Members. A small number of large accounts will be directly managed by this role, to ensure good contact with key Members.

Reporting into the Head of Sales, the Associate Director - Sales will be responsible for the acquisition of new Members to the CBI, assisting the Business Development strategy and plans, and helping to embed a sales culture.

Key Responsibilities:

  • New Member acquisition.

  • Identifying and reporting on business opportunities in target markets.

  • Be part of a newly formed sales team – working closely with the Head of Sales and a team of Business Development Executives.

  • Embedding more of a sales culture across teams.

  • Ensuring high quality approaches, pitches and proposals are used with targets.

  • Strategic account management of up to 6 high value members.

  • Demonstrating and embedding skills, processes and behaviours to deliver a truly commercial team.

  • Close liaison with account managers in London and the South, sales teams in the Regions and Nations and across the Sectors team.

Success Criteria:

  • Grow membership subscription income by an agreed target in 2018.

  • Deliver agreed target of FTSE 350 members and Large Private group members per annum.

  • Work effectively within the Business Development team, and with colleagues in the London and South, Regional and Sector teams.

  • Help embed a sales culture within the CBI.

Skills

What an individual must know or understand to be able to fulfil the role’s requirements

Essential

  • Demonstrated ability to build relationships and sell and communicate to all levels of the organisation, especially Board Chairs and Chief Executive Officers, and in businesses in FTSE 350 / large privately held groups.

  • Effectively communicate the value proposition through proposals and presentations.

  • Ability to drive and innovate the sales process from plan to close.

  • Ability to operate in both a line and matrix structure.

  • Drive the usage of CRM and other sales applications and ensure adherence to sales process.

  • Excellent listening, negotiation and presentation skills.

  • Excellent verbal and written communications skills.

Desirable

  • Sales experience in a professional services environment, membership organisation, or Not for Profit of a similar size to the CBI £20m+.

  • Innovation in sales, especially using technology.

  • CRM development experience.

  • Marketing skills, especially in a membership type organisation.

Behaviours

The behaviours and characteristics required to be able to fulfil the role’s requirements

  • Collaborative – Listening, seeking views and sharing targeting information; constructively challenging team when appropriate

  • Taking ownership – Ensuring delivery of sales target

  • Agile – Proactive and responsive to provide a strong recruitment service; responding positively to shifting priorities

  • Commercial – Understands our environment and has a commercial and financial mind-set, ensuring all activities deliver towards the recruitment goals

  • Innovative – Exploring, sharing and integrating best sales practice; generating new ideas and challenging existing practices

  • Analytical – data driven, gathering targeting information and using logic to analyse, problem solve, evaluate risk and make decisions.

Flexible working

At the CBI we recognise the advantages that flexible working patterns can bring. We’ll always fully consider flexible working and we will aim to facilitate different patterns of work wherever we can. We have great I.T. support which allows our people to work from a variety of locations, and we aim to strike the right balance between work and life.

How to apply 

Please submit your applications to recruit@cbi.org.uk with 'Associate Director, Sales' as the subject.