Senior Business Development Manager – Madrid, Spain
As a global leader in commercial payments that powers international business by moving money with ease, the company is seeking a Senior Business Development Manager to support B2B sales across Spain.
The Role:
We are looking for tenacious, motivated, resilient individuals with a competitive mindset to build a diverse and delivering pipeline of Small-to-Medium-Sized Enterprises, Corporate, and Blue-Chip clients, identifying and securing business opportunities within these sectors.
Role & Responsibilities:
* Sales Strategy & Execution:
* Contribute to sales strategic planning and business development initiatives.
* Develop and execute strategic sales plans to expand the client base and achieve sales targets.
* Manage the entire 360-degree sales process independently.
* Maintain knowledge of the FX market, compliance, legislative, and broader business/economic trends to anticipate and meet client needs.
* Surface and understand customer pain points to present/match solutions to meet their needs or objectives.
* Use market data and value proposition to identify new leads and opportunities to build a continuous pipeline.
* Achieve key performance indicators (KPIs) such as revenue setting targets, and report them on a weekly, monthly, and quarterly basis, to drive revenue growth and retention as well as develop a sales strategy with key product partners.
* Identify and engage new prospects in (SME and Corporate sectors), aligning with Partners under the direction of the Head of Desk or Sales Leaders.
* Proactively seek new business opportunities through cold calls, networking events, referrals, exhibitions, and partnerships.
* Use sales tools like Salesforce, Highspot, and ZoomInfo to generate leads.
* Present and demonstrate international payment solutions and products to key decision-makers.
Relationship Building & Management:
* Introduce relevant support functions such as Customer Relationship Management (CRM), Corporate Hedging manager (CHM), and/or Sales Leaders/Heads of Desk to clients.
* Build and maintain long-term relationships with associated organizations, partners, and advisors of our prospective client.
* Collaborate with different partnership teams to develop a strong external network of Ideal Customer Profile (ICP) partners.
* Provide ongoing consultation and support to ensure client satisfaction and retention.
* Manage new customers until they transition to the CRM Team.
* Participate in industry events to promote solutions and network with potential clients.
Negotiations & Contract Management:
* Lead and influence negotiations with clients of large established organizations (i.e., from the Owner of a start-up to the Finance Director or Chief Executive Officer), securing profitable agreements.
* Ensure contracts are compliant and monitor performance against agreed terms in collaboration with legal and finance teams.
* Maintain documentation of all relevant SFDC records (e.g., sales diary, prospect’s next steps, etc.).
* Work closely with internal teams (i.e., including bid, customer assurance, pre-sales, and customer care) to ensure seamless service delivery.
* Provide market feedback to support product development and marketing strategies.
* Work with Global Segment leads and regional product partners to ensure product offering is competitive in service, function, and price.
* Support junior members of the team and support and/or lead training projects.
Reporting & Analysis:
* Maintain accurate forecasts and insights on customer requirements, trends, and risk.
* Track performance metrics to measure success and identify areas for improvement, leveraging sales tools such as Salesforce.
Basic Qualifications:
* 5+ years of B2B sales experience in international payments or financial services.
* 3-6 years in FX (i.e., understanding of financial markets and their instruments, such as SPOT, FWDS, Derivatives), payments (i.e., understanding of payments & technology market), or financial markets.
* Extensive sales experience within a global organization with a network of senior contacts.
* Proven ability to navigate gatekeepers to reach and influence C-Suite level relationships.
* Strong sales management, business acumen, and strategic account management skills.
* Knowledge of international payments and foreign exchange products.
* Financially astute with knowledge of business needs/concerns, as well as the commercial impact of global news and events.
* Proficient in CRM software (e.g., Salesforce, Highspot) and MS Office Suite.
* Ability to work independently to achieve or exceed KPIs and revenue targets.
* Willingness to attain Level 3 CISI Certificate (i.e., Introduction to securities and investments) and/or Level 4 CISI Certificate (Investment advice diploma) within 6 months of hire.
* Must be fluent to a native level in Spanish; Catalan is a plus.
* Must be fluent in English (oral and written), as all internal communication is in English.
Preferred Qualifications:
* Experience working in financial institutions, hedging solutions, and/or management consulting services a plus.
* Familiarity with the Miller-Heiman strategic selling framework or similar sales methodologies.
* Detailed knowledge of the geographical area of reference in terms of banking environment, including established professional networks, competition, and technology suppliers.
* Bachelor’s degree preferred; MBA is a plus.
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