​Our client is a growing global advisory firm focussing on policy, legislative and regulatory work related to technology and AI. The New Business team is the “tip of the spear” for their Go-To-Market strategy. Individuals in this team are tasked with securing new logos, working in partnership with Directors and Client Services peers in assigned practices, to secure greater market share in their chosen markets and add new revenue streams.

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Role summary

• Plans, manages, and achieves sales targets for new business, in relation to agreed practices.

• Accountable for acquiring new clients, particularly focusing on expanding the client base and generating revenue from previously untapped sources.

• Possesses a combination of strategic, interpersonal, and sales-focused attributes. Plays a pivotal role in expanding a company's client base and revenue streams.

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Role and Responsibilities

Business Development

• Convert viable prospects into active clients owning the full sales conversation and negotiation process, collaborating with Practice Directors and Client Services peers, to ensure an effective handover

• Continually build a pipeline of opportunities to deliver against targets such as total contract value and in year revenue

• Leads the development of proposals or responses to bids and presents high quality pitches for complex and/or high value opportunities

• Create and execute upon a global new business and sales strategy, developing the plans required to qualify and win new sales opportunities in the short, medium, and long-term

• Leads the creation and improvement of robust, scalable new business processes

• Understands global perspectives to adapt strategies across regional markets

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Operational Excellence

• Lead the creation, implementation, and documentation of scalable, replicable sales processes

• Ensures that consistent pricing strategies are followed

• Uses company tools and technology to work efficiently, and ensure visibility of pipeline by wider teams

• Maintain digital literacy and support the adoption or use of modern technologies to deliver revenue growth
  

Communication and Reporting

• Exhibit exceptional written and verbal communications in conveying strategies, goals, and progress to internal and external stakeholders

• Set appropriate cadence of communication and level of detail required to update Chief Growth Officer, and Consulting and Innovation leadership on opportunity pipeline

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Strategic Planning and Growth

• Lead development of strategic vision, and execution of plans, to enable the growth organisation to align with company goals, in collaboration with the assigned practice, and wider Consulting & Innovation organisation to ensure alignment.

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Required Experience

• Demonstrable experience of delivering successful revenue growth

• Experience selling disruptive new products and services

• Extensive experience working alongside business leadership and consulting teams to leverage their respective personal brand channels and grow revenue

• Analytical and financial acumen in building and delivering successful new business development models, with associated risk parameters

• A compelling communicator or storyteller. Able to convey gravitas and exert influence with internal and external audiences, clients, and partners.