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Business Development Director

Vacancy: Business Development Director

Infopro Digital, the B2B group specialising in information and technology, is currently looking for a Business Development Director on a permanent contract to strengthen the team at its Barbour ABI business.

Barbour ABI powers the UK built environment with the best intelligence to help our clients grow. With over 1.7 million projects in our dataset, our products and services are renowned for their accuracy, depth and efficacy. Best known for our construction project leads, our portfolio includes analytics, market research reports and bespoke consultancy.

Join Barbour ABI and get the best of both worlds  

Working at Barbour ABI will provide you with the exciting challenges and autonomy you are looking for within a dynamic and nimble SME, but backed by the growth plans and structure of a global business, Infopro Digital, with leading intelligence brands in 18 countries.

About the role:

Client acquisition is the fundamental growth engine for our business over the next 5 years, the Business Development Director role is the lead position to execute against this goal. Working closely with the Sales Director, you will align strategic sales planning activities with sales execution, team and skills development. Results being achieved through sophisticated personal selling and development of larger account relationships, combined with focused prospecting and sales conversion.

As Business Development Director you will be a key player in New Sales department. You will be contributing to a variety of projects, while developing your skills and reaching new  levels of expertise.

Key Accountabilities:

Build a pipeline of prospects and proposals in the £15k - £100k+ range

o   Includes Tier 1 and 2 contractors, manufacturers, hospitality and insurers

o   Identify sectors for planning information that are untapped

o   Prospect, arrange and prepare meetings and build our network

o   Understand client’s objectives and sell solutions to answer their needs

o   Attend relevant exhibitions to build our network

o   Bring in AMA Consulting, Analytics and senior team where appropriate

o   Be the focal point on relationships and close

Develop the sales offer understanding across Barbour ABI (all products)

o   Best in class understanding of the full product mix, linking to client’s needs

o   Work in conjunction with Marketing to have the best material

 

Drive pipeline and sales

o   Exceed annual target

o   Clear metrics on pipeline build and sales activity

o   Accurate monthly forecasting

The position is remote, but there is a requirement to attend head Office at Cheshire Oaks (near Chester) once a fortnight.

This role reports into the New Sales Director.  To start with this will be a stand alone role, but once established you will look to recruit and establish a team.

·         Relevant proven experience in a similar role, spanning the full sales cycle, ideally in the built environment sector

·         Experience of meeting decision makers up to board level and closing significant sized deals

·         Consultative selling expertise

·         Strategy planning

·         Proven hunter

·         Highly motivated and tenacious

·         Determined to exceed targets and KPI’s

·         Resilient, assertive and a good objection handler

·         Collaborative

·         Team management experience

·         Experience in presenting effectively to small and large groups of people

·         Strong organisation and time management skills

·         Hybrid working for everyone

·         3pm finish on a Friday

·         25 to 30 days holiday

·         Day off for your birthday

·         Purchase extra holidays

·         Volunteering days

·         Pension and Life Assurance

·         Great company culture that offers professional development, training and regular social events

Our Foundations and Values:

At Infopro Digital, we are driven by core values such as entrepreneurial spirit, constant customer focus, promoting diversity, striving for significant impact, and a collaborative culture. By joining us, you become part of a dynamic community that embraces these values on a daily basis, shaping the future with passion and commitment.

Diversity is one of our core values. We are convinced that our teams, drawn from all backgrounds and with different backgrounds and experiences, are one of the key drivers of our success. The Group is committed to a policy of equal opportunities and inclusion, from recruitment to career development, and we strive to provide an equitable working environment to promote the well-being of our teams.

 

Who are we?

Infopro Digital is a B2B group specialising in information and technology. With a presence in 18 countries, the group has 4,000 employees of 55 nationalities.

Infopro Digital connects professional communities.

Our brands are leaders in the five key economic sectors: construction and public sector, automotive, industry, risk & insurance, and retail.

With our solutions, our customers make informed decisions and companies develop their business and sustainable performance.

Are you a passionate professional looking for new opportunities?  Don't wait any longer and  join Infopro Digital's community of professionals!

 

 

Average salary estimate

$85000 / YEARLY (est.)
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$70000K
$100000K

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What You Should Know About Business Development Director, Infopro Digital Services Limited

If you are a driven, ambitious professional with a flair for sales and building relationships, then the Business Development Director position at Infopro Digital's Barbour ABI could be your perfect next career move! In this exciting role, you’ll play a vital part in strengthening the UK’s built environment sector by leveraging your skills to acquire and maintain client relationships. Barbour ABI is renowned for its accuracy and depth in providing intelligence critical for over 1.7 million projects, which means you'll be entering into a rich network ripe for cultivation. You will spearhead major sales strategies and work hand-in-hand with the Sales Director, engaging in sophisticated personal selling techniques while also nurturing long-term partnerships. Your day-to-day activities will include identifying untapped market sectors, preparing engaging proposals, and representing Barbour ABI at key exhibitions. This role allows you to enjoy the dynamic environment of an SME while benefiting from the organizational backing of a global entity. Perks like a hybrid working model, a generous holiday allowance, and a collaborative company culture make Infopro Digital a great place to grow your career. Not to mention, the foundations of the company embrace diversity and inclusion, offering you a community where varied experiences are recognized and valued. If you’re excited about using your consultative selling expertise to change the construction landscape while growing your network within the industry, then don’t hesitate to reach out and find out more about this fantastic opportunity!

Frequently Asked Questions (FAQs) for Business Development Director Role at Infopro Digital Services Limited
What qualifications do I need for the Business Development Director role at Infopro Digital?

To be considered for the Business Development Director position at Infopro Digital, you should have comprehensive experience in a similar role covering the full sales cycle, ideally within the built environment sector. Proven ability to engage with decision-makers at board level is crucial, along with a strong consultative selling approach and strategic planning capabilities.

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What responsibilities will I have as a Business Development Director at Infopro Digital?

As a Business Development Director at Infopro Digital, you will be responsible for client acquisition, establishing a pipeline of prospects, and developing key account relationships. Your role will involve sophisticated personal selling techniques, a deep understanding of the Barbour ABI product mix, and collaborating with marketing to enhance sales materials.

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How does Infopro Digital support professional development for the Business Development Director?

Infopro Digital values professional growth and offers opportunities for training and skill development to its employees, including the Business Development Director. You’ll be part of a company culture that promotes continuous learning and supports your journey toward personal mastery in business development.

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What is the working culture like for a Business Development Director at Infopro Digital?

The working culture at Infopro Digital is collaborative and inclusive, prioritizing diversity. Employees enjoy a vibrant environment characterized by entrepreneurial spirit and a focus on customer satisfaction. The company encourages teamwork and provides social events that enhance community feel among staff.

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Is there any remote work flexibility for the Business Development Director role at Infopro Digital?

Absolutely! The Business Development Director position at Infopro Digital is primarily remote, though you will be required to attend the Cheshire Oaks office once a fortnight. This hybrid working model allows for a balance between personal autonomy and necessary in-person collaboration.

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Common Interview Questions for Business Development Director
How would you approach building a prospect pipeline as a Business Development Director?

When building a prospect pipeline, I would start by identifying key industry sectors that align with our services at Infopro Digital. I would use data-driven insights to pinpoint potential client companies, then initiate contact through personalized outreach and networking at industry events to establish meaningful connections.

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Can you describe your sales strategy for engaging decision-makers?

Engaging decision-makers requires a consultative approach. I would conduct thorough research into their pain points and priorities, tailoring my sales pitch to address their specific needs. Establishing trust and demonstrating value through case studies and success stories from Barbour ABI would be essential.

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How do you measure success in a Business Development role?

Success in a Business Development role can be measured through key performance indicators, such as exceeding quarterly sales targets, the number of new client acquisitions, and the overall growth in pipeline value. Regularly reviewing these metrics helps to refine strategies and ensure continued improvement.

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What experience do you have with consultative selling?

In my previous roles, I have honed my consultative selling skills by prioritizing client needs over simply pushing for a sale. This approach involves identifying my clients' challenges and providing tailored solutions, effectively positioning offerings from Infopro Digital as the right fit to meet their objectives.

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How would you handle objections from potential clients?

Handling objections requires active listening and empathy. I would clarify their concerns, address any misconceptions, and provide evidence or case studies that alleviate doubts. Reinforcing our strengths and aligning our solutions with their needs can pave the way to overcoming objections.

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What techniques do you use for effective networking?

Effective networking involves strategic planning and genuine relationship-building. I utilize industry events to connect with professionals while maintaining ongoing communication through follow-ups. Leveraging social media like LinkedIn is also key to expanding my network and staying connected with industry leaders.

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How do you prioritize between competing sales initiatives?

Prioritizing sales initiatives comes down to assessing their potential impact and feasibility. I analyze market data and client needs to determine which initiatives align best with our strategic goals at Infopro Digital and allocate resources accordingly to maximize outcomes.

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Can you provide an example of successful team management in a sales context?

In managing a sales team, I emphasize communication and collaborative goal-setting. For instance, I once led a project where team members contributed ideas for breaking into new markets. We collectively developed a targeted strategy, resulting in a 40% increase in leads within three months.

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What role does market research play in your sales process?

Market research plays a crucial role in my sales process, as it informs product positioning and pricing strategies. By understanding industry trends and competitor activities, I can align our offerings from Infopro Digital to meet customer demands effectively, ensuring we remain competitive.

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How do you stay motivated in a sales role?

Staying motivated in sales stems from setting personal goals and celebrating small victories. I consistently review my progress and align my actions with the broader mission of Infopro Digital. The dynamic nature of sales and the thrill of closing deals keeps my energy high, and I thrive on the challenges that arise.

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Founded in 2001 by Christophe Czajka. Infopro Digital is a multi-media solutions company. Headquartered in France, Infopro Digital offers business to business information and services that portray digital solutions, lead generation, analysis and s...

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Full-time, hybrid
DATE POSTED
December 19, 2024

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