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Business Development Director

Montreal, Quebec, Canada

Business Development Director

Montreal | Quebec | Canada

Overview

The core focus for this role is generating business from new logos. The ESD is responsible for achieving assigned sales targets, maintaining profitable growth within a territory and executing on overarching sales and corporate objectives. They will manage the entire sales process including lead generation, qualification, discovery, solution development / presentation, negotiation and close. The target customers are companies larger than $1 Billion in revenue within an assigned geographic territory.

Roles / Responsibilities
  • Achieve prospecting goals by generating new leads and opportunities from personal activity (cold calling), trade shows, internal & external conferences, regional organizations, etc.
  • Achievement of subsequent revenue targets and other sales performance requirements
  • Work to qualify / close leads (MQLs) sourced by marketing
  • Maintain a pipeline of active opportunities
  • Manage opportunities to closure
  • Develop a deep understanding of your prospects business goals, competition, growth plans and obstacles
  • Responsible for positioning all Lionbridge solutions & services with help from product specialists
  • Communicate strategic information such as market intelligence, key customer data, competitive analysis and pricing information to internal constituencies
  • Advocate for your client and be customer focused
  • Act as liaison between Lionbridge operations and clients
  • Provide strategic & tactical leadership internally and externally throughout the sales process for all opportunities
  • Accurately report on forecast / pipeline
  • Support the preparation of all proposals and client quotations.
  • Accurately capture and report all aspects of account and opportunity information within a sales force automation (SFA) application
  • Support and ensure that any, and all reporting requirements are completed and submitted in the timeframe specified by client
  • Be willing to travel

Organisational Interlocks
  • Sales leadership / management
  • Solution Architects
  • Channel partners
  • Field marketing
  • Sales enablement
  • Product marketing / management
  • Legal / pricing / contracts
  • Sales operations
  • Sales support

Technologies Supporting the Role
  • Sales force automation
  • Information news aggregators
  • Sales asset management platform
  • Social selling tool
  • Web conferencing / telepresence

Success Metrics
  • Net New Bookings as per the Bookings Policy
  • Invoicing to the customer within 12 months if booked as WIN in SFDC
  • Booked to realized revenue
  • Other lead generation activities
  • Number of leads provided to product specialists (by product)
  • Quality of client transition to Account Executive at 12 months mark

Typical Compensation Structure
  • Commission Rate based on invoiced revenue for 12 months (from 1st invoice)
  • Initial bonus on 1st order (as per bookings policy)

Education
  • Bachelor's degree required
  • Master's degree preferred

Background / Experience
  • Five to ten years previous direct sales experience
  • Five to seven years relevant industry experience
  • Five to seven years relevant product experience preferred
  • Experience selling to Global 2000 level companies, with a focus in one or more of the following verticals: Technology, Travel & Hospitality, Retail &/or CPG industries
  • Proven HUNTER with experience of cold-calling for new business with new logos
  • Previous digital marketing experience preferred

Skills & Behaviors
  • Strategic & Analytical Thinking
  • Creates the New & Different
  • Political Savvy
  • Executive Presence
  • Negotiation
  • Builds & leverages Customer Relationships
  • Collaborates to Achieve Company Goals

Knowledge
  • Localization industry concepts, practices, policies and procedures preferred
  • Specific industry and market segments; competitors; products and value propositions by persona required
  • Expertise with Digital Marketing; SEO; Customer Experience; CMS Systems; Content Development; OPI; Machine Intelligence; Neural MT; Testing; may be required based on SBU focus
  • Customer centric experience / Solution Selling highly desirable, through understanding and awareness of how trends impact our business and our customers
  • Strong negotiation skills to create a win-win for both company and client
  • Understanding of when and how to influence the customers buying cycle
  • Demand creation and account management processes
  • Experience in the development of strategic sales strategies, solutions, proposals and account plans
  • Familiar with financial terms & concepts; service-level agreements; B-to-B buying processes; contracts and contracting procedures
  • Familiarity with Hand-off Processes for Onboarding customers to new programs


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