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Sr. Director, Business Development Hemel Hempstead, England

Blackhawk Network

Full Time Hemel Hempstead, England 56856 GBP ANNUAL Today

Job description

About Blackhawk Network:

At Blackhawk Network, we shape the future of global branded payments through the prepaid products, technologies and network that connect brands and people. Our collaborative innovation and scalable, security-minded solutions help our partners to increase reach, loyalty and revenue. We believe our future holds great things for Blackhawk Network and its partners. We believe that together, we can shape the future. Our beliefs? Win as one team, be innovative, global excellence and be inspiring!

Overview:

Purpose of the role

Responsible for the UK enterprise new business development IY revenue targets, collaborating with functional leaders and key stakeholders to align with the business strategy and be accountable for the performance for the team of Business Development Representatives and SDRs.

The sales team are aligned to the following market opportunities;

Payments for Good
- Fund disbursement and support for the vulnerable (e.g. Free School Meal vouchers, Prepaid mastercard, Energy Prepaid card)
- Targeting public sector and charities
Customer Engagement
- Content for consumer acquisition & loyalty initiatives
- Large enterprises in key verticals; Utilities, Mobile, Financial Services….
Employee Engagement
- A portfolio of products for employee reward (thank you, long service…) and benefits (salary sacrifice and voluntary benefits)
- Large enterprises with over 1,000 employees

Approach required

Data driven and account-based approach for greatest coverage
- Targeted ‘hit list’ which matches best fit profile
- Cross & up selling strategy into existing accounts
GTM plan defined by arena’s / sectors / products
Accountability for pipeline health both In Year and Full Year revenues
Optimizing productivity & performance through
- Sales enablement tools (CRM, multi-channel digital & social engagement tools)
- Solution Consulting (pre-sales support)
- Collaboration with marketing on campaign strategies, process and ROMI (Account Based Marketing)
Building brand equity through all channels, customer touch points and within target enterprise accounts

Responsibilities:

Meeting and exceeding plan numbers for Enterprise sales
Develop and own a sales plan in line with the company’s strategy and objectives, including but not limited to;

Coverage model
Multi-channel customer engagement
Targets by product/customer market segment
Pipeline metrics

Lead, motivate and develop a team of BD & SDR professionals to be accountable and hit targets
Pipeline management & reporting in CRM, monitoring;

Pipeline at each stage of the funnel
Conversion rates
Length of sales cycle
Average order values

Maintain comprehensive weekly reports on team results, activities, lead flow, pipeline building, competitive intelligence and sales performance
Work cross-functionally with;

Marketing – to agree campaign schedules and close the loop on results (ROI)
Client Development - to collaborate on; onboarding, shared or transitioning clients, competitive intelligence and growth (in first 13 periods of the new sale)
Transaction team – to hand over transactional client opportunities
Product Management – on Product training, positioning, knowledge and competition
US Incentives teams – global best practice and developing global opportunities

Actively contribute to the broader GTM & growth strategies for the Incentives business in Europe, and take on such tasks as required
Display company Beliefs at all times and lead by example

Any other responsibilities and tasks which may be relevant to the role and as a member of the Incentives leadership team

Qualifications:

Over 3-5 years Senior Manager / Director level or above in a sales role
Over 5 years B2B quota carrying sales experience as an individual contributor
Track record of success Enterprise sales (1,000 plus employees, multi-year contracts, RFP process, solutions with some complexity)
Sales team management (comfortable with team size of ~10)
- Proven team leadership and sales organization development including mentoring, training and growing sales teams
- Disciplined approach to performance & competency management
- A proven record of hiring and retaining high performing sales reps.
- CRM adherance
Pipeline management
- Understanding of pipeline funnel stages and activities required to progress opportunities
- Analytical approach to understanding sales data and metrics to drive insight