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:
1. Sales Strategy & Execution:
2. Contribute to sales strategic planning and business development initiatives
3. Develop and execute strategic sales plans to expand the client base and achieve sales targets
4. Manage the entire 360-degree sales process independently
5. Maintain knowledge of the FX market, compliance, legislative, and broader business/economic trends to anticipate and meet client needs
6. Surface and understand customer pain points to present/matchsolutions to meet their needs or objectives.
– Lead Generation & Prospecting:
7. Use market data and value proposition to identify new leads and opportunities to build a continuous pipeline
8. 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.
9. Identify and engage new prospects in [SME and Corporate sectors], aligning with Partners under the direction of the Head of Desk or Sales Leaders
10. Proactively seek new business opportunities through cold calls, networking events, referrals, exhibitions, and partnerships
11. Use sales tools like Salesforce, Highspot, and ZoomInfo to generate leads
12. Present and demonstrate [international payment solutions and products] to key decision-maker
– Relationship Building & Management:
13. Introduce relevant support functions such as Customer Relationship Management (CRM), Corporate Hedging manager (CHM) and/or Sales Leaders/Heads of Desk to clients
14. Build and maintain long-term relationships with associated organizations, partners, and advisors of our prospective client
15. Collaborate with different partnership teams to develop a strong external network of Ideal Customer Profile (ICP) partners
16. Provide ongoing consultation and support to ensure client satisfaction and retention
17. Manage new customers until they transition to the CRM Team
18. Participate in industry events to promote solutions and network with potential clients
– Negotiations & Contract Management:
19. Lead and influence negotiations with clients of large established organizations from the Owner of a start-up to the Finance Director or Chief Executive Officer), securing profitable agreements
20. Ensure contracts are compliant and monitor performance against agreed terms in collaboration with legal and finance teams
21. Maintain documentation of all relevant SFDC records sales diary, prospect’s next steps, etc.)- Collaboration & Coordination:
22. Work closely with internal teams including bid, customer assurance, pre-sales, and customer care) to ensure seamless service delivery
23. Provide market feedback to support product development and marketing strategies
24. Work with Global Segment leads and regional product partners to ensure product offering is competitive in service, function, and price
25. Support junior members of the team and support and/or lead training projects
– Reporting & Analysis:
26. Maintain accurate forecasts and insights on customer requirements, trends, and risk
27. Track performance metrics to measure success and identify areas for improvement, leveraging sales tool such as Salesforce
Basic Qualifications:
28. [5+ years] of B2B sales experience in international payments or financial services
29. 3-6 years in [FX understanding of financial markets and their instruments, such as SPOT, FWDS, Derivatives), payments understanding of payments & technology market), or financial markets
30. Extensive sales experience within a global organization with a network of senior contacts
31. Proven ability to navigate gate keepers to reach and influence C-Suite level relationships
32. Strong sales management, business acumen, and strategic account management skills
33. Knowledge of international payments and foreign exchange products
34. Financially astute with knowledge of business needs/concerns, as well as the commercial impact of global news and events
35. Proficient in CRM software Salesforce, Highspot) and MS Office Suite
36. Ability to work independently to achieve or exceed KPIs and revenue targets
37. Willingness to attain [Level 3 CISI Certificate Introduction to securities and investments)] and/or [Level 4 CISI Certificate (Investment advice diploma)] within 6 months of hire
38. Must be fluent to a native level in Spanish, Catalan is a plus.
39. Must be fluent in English (oral and written), as all internal communication is in English
Preferred Qualifications:
40. Experience working in financial institutions, hedging solutions, and/or management consulting services a plus
41. Familiarity with the Miller-Heiman strategic selling framework or similar sales methodologies]
42. Detailed knowledge of the geographical area of reference in terms of banking environment, including established professional networks, competition, and technology suppliers
43. Bachelor’s degree preferred, MBA is a plus