We are seeking a Senior Business Development Manager to support B2B sales across Spain.
Responsibilities
* Sales Strategy & Execution:
o Contribute to sales strategic planning and business development initiatives.
o Develop and execute strategic sales plans to expand the client base and achieve sales targets.
o Manage the entire 360-degree sales process independently.
o Maintain knowledge of the FX market, compliance, legislative, and broader business/economic trends to anticipate and meet client needs.
o Surface and understand customer pain points to present/match company solutions to meet their needs or objectives.
* Lead Generation & Prospecting:
o Use market data and value proposition to identify new leads and opportunities to build a continuous pipeline.
o 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.
o Identify and engage new prospects in SME and Corporate sectors, aligning with Partners under the direction of the Head of Desk or Sales Leaders.
o Proactively seek new business opportunities through cold calls, networking events, referrals, exhibitions, and partnerships.
o Use sales tools like Salesforce, Highspot, and ZoomInfo to generate leads.
o Present and demonstrate international payment solutions and products to key decision-makers.
* Relationship Building & Management:
o Introduce relevant support functions such as Customer Relationship Management (CRM), Corporate Hedging manager (CHM) and/or Sales Leaders/Heads of Desk to clients.
o Build and maintain long-term relationships with associated organizations, partners, and advisors of our prospective clients.
o Collaborate with different partnership teams within Convera to develop a strong external network of Ideal Customer Profile (ICP) partners.
o Provide ongoing consultation and support to ensure client satisfaction and retention.
o Manage new customers until they transition to the CRM Team.
o Participate in industry events to promote solutions and network with potential clients.
* Negotiations & Contract Management:
o 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.
o Ensure contracts are compliant and monitor performance against agreed terms in collaboration with legal and finance teams.
o Maintain documentation of all relevant SFDC records (e.g., sales diary, prospect’s next steps, etc.).
* Collaboration & Coordination:
o Work closely with internal teams (i.e., including bid, customer assurance, pre-sales, and customer care) to ensure seamless service delivery.
o Provide market feedback to support product development and marketing strategies.
o Work with Global Segment leads and regional product partners to ensure product offering is competitive in service, function, and price.
o Support junior members of the team and support and/or lead training projects.
* Reporting & Analysis:
o Maintain accurate forecasts and insights on customer requirements, trends, and risk.
o Track performance metrics to measure success and identify areas for improvement, leveraging sales tools such as Salesforce.
QualificationsBasic 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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