Lead Regional Business Development

Responsibilities

The Regional Business Development Manager (BDM) is a member of the global Sales Business Operations team, reporting directly to the Global Head of Business Operations and supporting the Regional Sales Managing Director.

The BDM acts as a deputy and trusted advisor to the Sales Leadership team and is responsible for business operations, strategy and facilitating the productivity of sales activity.

Main Tasks

Sales Strategy

• Create and review the sales strategies for the Business, positioning Finastra Payments Portfolio to play to its strengths
• Create and manage execution plan for Go To Market's (SPP) within the region and ensure there is accountability and clear R&R between each one of the team members (account executive/ Pre Sale Services and Customer Support)
• Understand the support required to make a success of all new business activity and identify and which appropriate resources are required to win the business
• Identify product and territory trends within the region and drive appropriate meaningful actions to build on or modify SPP approach to maximize pipeline growth
• Participate in SPP planning and create a regional SPP plan (aligned to corporate SPPs)
• Create and manage execution plan for SPPs within respective sub-regions and ensure there is proper Seles Exec accountability

• Pipeline Generation and Sales Priorities Program (SPP) Planning
• Overseeing the reporting of the Pipeline generation
• Manage SDR inputs and Marketing leads to ensure progression through the pipeline
• Be accountable for future quarters' rolling pipeline, to ensure a sustainable business and well forecasted deals that have momentum

• Build and create campaigns e.g VisaDirect / PAS (proactive Support) MT2MX
• Implement focused pipeline generation campaigns for all sales executives, with cross-functional alignment and accountability
• Review campaign performance on a minimum of bi-weekly frequency, in order to keep campaigns on track against target and to identify where evolution is required to improve performance
• Challenge the activity and efficiency of the campaign team
• Ensure accountability for success of the campaign activity

• Analyze the performance and outlook of sales executives' individual businesses, and provide action-oriented insight to drive improvement e.g how many new meetings / how many new leads ... review Plan vs Actual
• Lead and drive all Quarterly Business Review preparation
• Ensure all actions from forecast calls are executed
• Accountable for ensuring sales and sub-regions take action on maturing deals in future quarters and improving overall pipeline heath
• Ensure all new opportunities are represented with realistic values and move through the sales stages correctly, in order to achieve MD visibility and management
• Keep abreast of the status of key deals

• Interrogate SFDC on a daily/Weekly basis to understand the region's mechanics and performance
• Lead activity to improve sales performance based on above analysis
• Prepare and present region activity, status, trends and underlying causes at senior level meetings
• Keep MD informed of region status and meaningful dynamics
• Communicate and lead the fast turnaround of senior management requirements of the MDs, RSMs and the sales execs
• Regionally specific activities and projects as required by the MD
• Implement new processes that improve efficiency
• Build relationships across all functions in Finastra to provide meaningful feedback and collocation between entire groups.