The Head of New Business will be responsible for delivering the new business income for Sagacity. This includes managing the New Business Team, working with the Chief Revenue Officer to establish sector-based propositions and plans and working with the marketing team to develop sector specific campaigns for these sectors.
Sagacity uses a modified Account Based Marketing approach to new business. We practice what we preach. Targets are identified, profiled and plans created to engage and build relationships, thus ensuring we are front of mind when new opportunities arise. The team has been successful in putting this approach into practice and have been working well in developing sector and account-based activities in conjunction with the marketing team.
The solutions we develop, and the products we sell cover multiple sectors but the ones we focus on are Energy, Water, Media, Telco, Retail, Financial Services and Charity. The team is structured around these sectors and, as we grow, we would expect these sector specific teams to grow.
All our solutions and products are a combination of data and consultancy, mostly based on existing client projects that have been productised. We have a very strong product management function that works together with new business and account management to retain client focus in our product development and new product initiatives.
As such, the principle responsibilities of this role will involve:
*Management of the New Business team to meet targets set in accordance with Sagacity’s Business Plan
*Lead and support the development of new business relationships and accounts
*Managing and maintaining a sales pipeline and ensuring all sales administration is kept up to date
*Involvement in internal business development and sales pipeline meetings
*Design and deliver business development and sales presentations
*Work with the Marketing department on Sagacity’s outbound ABM program
*Create and agree activity-based action plans to deliver the agreed sales strategy and work with internal and external stakeholders to manage the activities against the plan
*Assess the effectiveness of sales strategies and recommend/deliver any agreed changes
*Work with internal and external Commercial and Technical stakeholders to create joint propositions and subsequently be key to the development of the joint propositions with the assistance of Sagacity’s Technical, Product Managers and Delivery teams
*Assess the effectiveness of joint propositions and recommend/deliver any agreed changes
*Act as the key relationship owner when working with Sagacity Sales and Delivery teams on client assignments
*Provide regular progress updates on sales strategies, activity plans and new opportunities to Sagacity senior management
*Assess market sentiment and investigate potential competitive advantage opportunities that will enable prospective new clients to be identified, build business cases detailing the opportunity for Sagacity senior management consideration, and lead any engagement activities with prospective new clients, with the respective sales lead
*Work with internal stakeholders to on-board new clients, including the agreement and drafting of the appropriate Statements of Work and contracts
*Assess the commercial effectiveness of the contract and negotiate any agreed changes
*Ensure the team are utilising the mar-tech tools at their disposal e.g. CRM (Hubspot), Sales Navigator etc...
*Actively and successfully manage the complete ’sales’ process from initial proposal through to approved statements of work including:
*Preparation of Sales Proposals for new and existing clients
*Preparation of Statements of Work for new and existing clients
*Attendance at and presentation to potential clients as part of the sales process
*Raise the necessary paperwork for internal and client approval following a successful sales pitch including Contracts, NDAs and Statements of Work
*Liaise with HR to ensure business development resources are identified and/or recruited to meet business development objectives and/or support the approved internal or client assignment
*Providing ad-hoc assistance and support for the Business Development team as require