Responsibilities
the regional business development manager (bdm) is a member of the global sales business operations team, reporting directly to the global head of business operations and supporting the regional sales managing director.
the bdm acts as a deputy and trusted advisor to the sales leadership team and is responsible for business operations, strategy and facilitating the productivity of sales activity.
main tasks
sales strategy
* create and review the sales strategies for the business, positioning finastra payments portfolio to play to its strengths.
* create and manage execution plan for go to market’s (spp) within the region and ensure there is accountability and clear r&r between each one of the team members (account executive/ pre sale services and customer support).
* understand the support required to make a success of all new business activity and identify which appropriate resources are required to win the business.
* identify product and territory trends within the region and drive appropriate meaningful actions to build on or modify spp approach to maximize pipeline growth.
* participate in spp planning and create a regional spp plan (aligned to corporate spps).
* create and manage execution plan for spps within respective sub-regions and ensure there is proper sales exec accountability.
pipeline generation
* pipeline generation and sales priorities program (spp) planning.
* overseeing the reporting of the pipeline generation.
* manage sdr inputs and marketing leads to ensure progression through the pipeline.
* be accountable for future quarters’ rolling pipeline, to ensure a sustainable business and well forecasted deals that have momentum.
campaigns
* build and create campaigns e.g visadirect / pas (proactive support) mt2mx.
* implement focused pipeline generation campaigns for all sales executives, with cross-functional alignment and accountability.
* review campaign performance on a minimum of bi-weekly frequency, in order to keep campaigns on track against target and to identify where evolution is required to improve performance.
* challenge the activity and efficiency of the campaign team.
* ensure accountability for success of the campaign activity.
sales management
* analyze the performance and outlook of sales executives’ individual businesses, and provide action-oriented insight to drive improvement e.g how many new meetings / how many new leads … review plan vs actual.
* lead and drive all quarterly business review preparation.
* ensure all actions from forecast calls are executed.
* accountable for ensuring sales and sub-regions take action on maturing deals in future quarters and improving overall pipeline health.
* ensure all new opportunities are represented with realistic values and move through the sales stages correctly, in order to achieve md visibility and management.
* keep abreast of the status of key deals.
business operations
* interrogate sfdc on a daily/weekly basis to understand the region’s mechanics and performance.
* lead activity to improve sales performance based on above analysis.
* prepare and present region activity, status, trends and underlying causes at senior level meetings.
* keep md informed of region status and meaningful dynamics.
* communicate and lead the fast turnaround of senior management requirements of the mds, rsms and the sales execs.
* regionally specific activities and projects as required by the md.
* implement new processes that improve efficiency.
* build relationships across all functions in finastra to provide meaningful feedback and collaboration between entire groups.
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