Business Advisor (R-16561)

The Team

We’re responsible for all I&A customers and all new logo businesses sitting within our designated channel. The I&A Sales team is made up of two main areas, the Business Development team focused on new logo and significant customer growth and the Business Success team focused on customer retention & value realisation. The role of the Business Advisor sits at the foundation of these two teams, taking responsibility for sales tasks and activities contributing to their combined success. There will be a mixture of new customer acquisition activity as well as retention & growth activity across multiple campaigns and specified accounts.

Our aim is to grow both organically and inorganically whilst retaining our customers by putting them at the center of what we do to ensure value is realized. Exceptional phone based relationship builders and a great team player, members of this team are responsible for sales activities across our full I&A territory. The team is primarily focused on the following business categories: Finance Solutions; Sales & Marketing; Third Party Risk and Compliance.

The Role

The responsibilities of this role have been shaped to give exposure to activities across both the new business and customer focused I&A sales teams. This will include demand generation, retention, growth and sales administrative activities etc as defined by the Business Success & Business Development Leaders.

You will be responsible for contributing to the delivery of an on or above target performance against individual and/or team metrics, with the primary objective of minimizing attrition and maximising growth at all times. Using the Challenger sale framework, you will provide disinterested objective council to our clients acting as a trusted advisor at all times. You will support our clients to realise the full value of their D&B service, be the gateway to the broader D&B team and demonstrate the ROI of our commercial relationship wherever possible.

Within a 6-12 month period this role will transition to either the Business Development or Business Success team, with ongoing career progression being designed to harness sales skills specific to new business or relationship management.

Key Responsibilities

• Proactively find new business opportunities inline with focused campaign activity
• Operate consultatively during the sales and buying cycle and present the best solution to the customer based on their business goals
• Ensure that all KPI and sales targets are consistently achieved
• Support customer onboarding and hand-off to the appropriate sales team as required
• Respond to customer queries promptly, maintaining high service standards
• Recognize customers at risk of cancellation, flag and advise Business Success or Protect owner as appropriate
• Identify opportunities to grow accounts and own or collaborate inline with team territories
• To work proactively to generate, follow up and qualify territory based leads and enquiries
• Understand our products and services to effectively communicate their value to clients
• Demonstrate the value propositions of our products and services by sector and persona
• Understand the Challenger Sale Model and our talk tracks to effectively run calls and meetings
• London based role at our Paddington Office

Key Requirements:

• A degree or equivalent is preferred, but a strong interest in sales is most important
• You’re passionate about sales and eager to develop your career
• Be able to clearly articulate the business needs and offer solutions
• You think like a customer, acting as a trusted advisor
• Good interpersonal skills and the ability to build rapport at all levels
• Proficiency in Microsoft Office, with Salesforce is preferred