*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*
- 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
*campaigns*
- 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
*sales management*
- 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 leadsreview 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
*business operations*
- 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.