We are seeking an experienced Business Development leader to join our team, with an ambition to scale the Bounce Insights platform in the UK and internationally. This role will involve working closely with the executive and sales team to drive strategy and new revenue growth.
The ideal candidate will have proven experience in selling research solutions at a Mid-Market and Enterprise level, with an ability to match our product offering with existing needs in the consumer research industry. A well-established network within the research industry in the UK is a must-have for this role. Evidence of having built research partnerships with brands across industries is also a requirement for a successful candidate.
This position is our first hire in the UK and therefore comes with substantial responsibility for our go-to-market strategy and footprint, with a large degree of on our business development process and strategy alongside the executive team at Bounce.
Key Roles & Responsibilities:
Leading revenue generating activities working with an outbound sales team as well as an account management and customer success team (i.e. opportunity creation, new trials, new subscriptions and overall revenue creation in the business)
Applying industry knowledge and expertise into our sales messaging, strategies and qualification of prospective clients (i.e. coaching and training team members from a research agency and client perspective)
Assisting the conversion of clients along our sales pipeline alongside the sales team (i.e. MQL → SQL → Demo → Trial → Subscription)
Applying industry knowledge and expertise to advice on retention, upselling and expansion strategies with existing clients (i.e. renewals, expansion and customer satisfaction)
Applying industry knowledge and expertise to go-to-market strategies alongside the executive team. (i.e. target customers, distribution channels, USP, new markets and channels etc.)
Opportunity identification and execution alongside the executive and sales team
Working with the product team to capture customer feedback and leverage your industry knowledge to give input on feature prioritisation and product roadmap.
Leading our brand building within our target market, and growing our presence and credibility for key customers in that market.
This includes a wide range of possible activities focused on building our brand and gaining recognition from key prospective customers (e.g. report writing, thought leadership, conference attendance etc.)
This could also include managing partnerships with relevant associations, networks or channels (e.g. content providers, research associations etc.)
Key Performance Indicators in the Role:
Delivery on key business growth metrics
Ability to work with sales and executive teams to deliver on key milestones within the commercial team.
High professional standard of client communication and etiquette
Ability to build a brand in a new market that is credible and drives opportunities within the business.
Learning new skills, processes and company products quickly and with deep understanding of core value proposition of the business
Progression within the company to be self-driven, independent and autonomous
Production of new ideas and suggestions to improve the company in a positive way
Qualifications & Experience:
Bachelor's degree (or higher) from a third-level institution
Minimum of 10 years' experience in a customer-facing role within a research agency or similar
Experience working with and coaching individuals as part of a team
Deep consumer research experience and industry knowledge
Experience selling to consumer brands, preferably in the FMCG space
Experience working within a sales process and the required technology tools as part of this process
Experience across Mid-market/Enterprise contract values and sales cycles
Knowledge of growth phase of early-stage technology start-ups
Familiarity with CRM (e.g. Hubspot)
Familiarity with MEDDICC sales methodology (or equivalent)