Associate Business Development Manager
KLDiscovery · United Kingdom
In this role you will support the Account Directors in managing a variety of sales and operational functions including contact relationship management, pitches and proposals, sales prospecting, business/relationship intelligence and internal communications. The Associate Business Development Manager is expected to support the ongoing development of our sales pipeline, to build relationships, and to grow new business.
In the role you will initiate and manage direct sales/marketing efforts with targeted large law firms and corporations to increase revenue and build brand loyalty around our eDiscovery products and services across Europe. You will also be responsible for generating new legal and technical contacts in law firms and corporations to foster relationships and assist in project strategy and consultation on electronic evidence industry updates.
Working from the UK, the candidate must be confident, highly self-motivated, and able to gain credibility as a trusted advisor with lawyers at all levels including law firm partners, and our C-Level corporate clients, as well as serve as a collaborative and assertive liaison with corporate purchasing departments. A natural hunter and curious by nature are a must.
Hybrid in London.
Responsibilities
- Track relationships and connect-the-dots in support of business development opportunities.
- Help build out Account Mapping using Sales Tech toolkit software. Multi-threading relationship building using Linked In Navigator and Apollo.
- Tracking KPI duties – Number of Calls / Meetings and Campaign activities.
- Engaging with Opportunity Insight platforms – Solomonic ect.
- Support sales and marketing activities to include lead generation, new business prospecting, management of existing accounts and networking
- Pursue and facilitate opportunities to expand market share with existing and new clients, including identifying prospects for cross-selling and supporting account-specific development tactics in conjunction with relationship partners to promote and expand eDiscovery products and services across Europe
- Collaborate with nominated Business/Account Development Directors to identify and evaluate potential clients, and coordinate efforts to proactively engage targets, while tracking ongoing outreach.
- Support in the preparation of thoughtful, substantive pitches and proposals that are tailored to specific matters and practice areas.
- Conduct original research and produce corresponding narratives including factual findings, statistics, etc., in support of specific pitch opportunities. Track all pitches to evaluate pipeline, wins/losses and trends by client type, practice, industry, etc.
- Partner with the EMEA Sales team to produce timely, targeted thought leadership and client training materials aligned with anticipated client needs, lead generation and client relationship development or in response to specific requests.
- Coordinate high-quality in-person and virtual events and speaking engagements for groups of various sizes, including providing on-the-ground support, leading speaker and attendee preparation and supporting follow-up with generated leads, as well as tracking ROI.
- Using established and new/bespoke lead generation and prospecting methods, generate and develop pipeline
- Handle all customer contact professionally and promptly, providing the highest level of customer service, resulting in a high volume of activity
- Manage customer expectations, ensuring that the highest level of education and consultancy is available
- Liaise with all internal departments to ensure that all opportunities are maximized with customers and prospects
- Facilitate and conduct on-site seminars and presentations at prospective or current customer sites
- Attend industry exhibitions, conferences, seminars, and networking events
- Ensure that all account information is accurately entered into Salesforce and maintained, including the marketing lists for specific events and other interactions.
- Manage workload and duties efficiently through effective use of time to ensure individual and company goals are met
- Willing to travel
Qualifications
- Bachelor's degree or equivalent educational experience is preferred
- A proven track record of success in the UK for Sales/Business Development role is essential. Demonstrated ability to create new business development opportunities via phone and face-to-face meetings
- Experience in eDiscovery or Legal Tech an advantage
- Contacts within Corporate General Counsel and Law Firms at partner level is highly desirable
- Excellent communication and interpersonal skills, confident, articulate, and professional. Strong hunting mentality and relationship building ability
- Highly developed listening skills: can clearly understand client needs and develop credible business value propositions
- Strong computer skills with a good working knowledge of customer relationship management software
- Excellent written ability; produces high-quality reports and business correspondence.
- Strong attention to detail and analytical ability
- A positive self-starter attitude, determination to succeed and commitment to teamwork are essential
- Excellent written and verbal English is essential. Fluency in another European language would be advantageous
What We Offer
- Opportunity to work hybrid
- Life assurance
- Private Medical Health Cover (currently with BUPA)
- Group Income Protection
- 25 days annual leave
- Contributory pension after completion of three months’ service and the option to join the Workplace Pension in line with statutory rules
- Flexible Benefits including Season Ticket Loans and Ride 2 Work.
- Buy and sell up to 5 days of Holiday per year
- Roll over 5 days of Holiday per year
- Competitive salary (including bonuses and/ or team incentives) and benefits package
- Benefits which include private medical insurance and discounted dental care for both you and your immediate family
- Income protection and death in service benefit
- Company pension scheme with 6% employer contribution
- Cycle to work scheme
- Season ticket loans
- Refer a friend, earn a bonus!
- Career progression and training opportunities