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BT Sector Sales Manager/Account Director in Madrid, Spain

The Retail Banking team is the strategic business unit within B&FS focussed on managing, driving and closing the most important deals with the most significant banking organizations in Spain.

The role holder will:

  • be a senior member of the Banking and Financial Services team

  • drive the strategy of sales focus on B&FS’s largest and most important clients in Spain

  • work to personal objectives against driving the team start up, working with stakeholders, landscaping, relationship development and 2021 pipeline generation.

What I’ll be doing – your accountabilities:

  • Account and Deal leadership in Banking and Financial services

  • Team leadership across one or multiple accounts

  • Pipeline generation across a sub-set of accounts aligned to one of the existing financial services sub-verticals

  • Account and Deal leadership in Banking and Financial services

  • Team leadership across one or multiple accounts

  • Pipeline generation across a sub-set of accounts aligned to one of the existing financial services sub-verticals

  • Help develop and then communicate and deliver the BFS team way of working with key brand values of sales excellence, portfolio expertise and commercial innovation

  • Work with global teams as required from the market unit or across commercial units

  • Actively manage senior client relationships and building strong C level relationships to ensure long term profitable business and strong customer satisfaction

  • Accountable for deal closure and deal quality

  • Apply sales expertise to conduct detailed account analyses and evaluation of customer needs and objectives, applying understanding of BT and external market portfolios and offerings to create competitive customer solutions.

  • Collaborate with specialists to proactively seek profitable opportunities to extend current products and penetrate into strategic growth areas, coordinating the development of offers.

Connected leaders behaviours:

  • Customer Champion - Establishes customer needs, uses operational and technical expertise to deliver brilliant experiences.

  • Commercial Thinker - Uses understanding of internal commercial insight and latest external thinkingto develop, and implement ideas that benefit BT

  • Inspiring Communicator – able to deliver compelling messages to my audience that persuade, inspire and engage

Key decisions:

If the job has key decision rights list these here

(see RAPID at https://myprofile.bt.com/academy/subject/RAPID/Pages/Home.aspx guidance).

• Decision maker on new sales in line with RAPID approval governance.

Other key decisions:

• Deal Qualification and pursuit

• Deal Strategy inc pricing and commercial strategy

• Bid resource commitment

Skills required for the job:

  • Customer relationship management - up to C level

  • Collaboration - with colleagues in commercial, engineering across the product and specialist teams

  • Customer relationship management - up to C level

  • Collaboration - with colleagues in commercial, engineering across the product and specialist teams

  • Building and inspiring a global team in a matrix environment

  • Sales deal closure

  • Global business experience

  • Insight and strong business development driven approach – building the need in the customer through landscaping, tech trends, industry and customer insight

  • Track record of sourcing and developing new business: ‘Hunting’ capability i.e. the ability to open new doors in terms of account acquisition and product introduction

  • Strong commercial acumen & able to manage ethical & commercial risk

  • Can develop clear insight led strategies for growing the business both in terms of revenue growth and product/portfolio penetration.

  • Ability to articulate technical and complex business issues and work with senior level customers and BT executives

  • Relevant sales and sales management experience: client engagement, pipeline building, opportunity qualification, deal management, business case generation, deal closure & handover

  • Excellent influencing skills

  • Excellent cross functional matrix environment skills

  • Promote diversity and create an inclusive working environment, living the spirit of B&FS

Experience you would be expected to have:

  • Strong experience of relationship management and direct sales – MANDATORY

  • Track record of success in building relationship at C-level/senior manager/exec level – MANDATORY

  • Has delivered or exceeded sales targets in major enterprise accounts – PREFFERED

  • Creative thinking and solutions to complex business problems including across geographies and cultures - MANDATORY

  • Leading successful global teams - MANDATORY

Job: Core Sales

Title: Sector Sales Manager/Account Director

Location: Spain-Madrid-Madrid

Requisition ID: 144129

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