Job Description
Publicis Sapient (PS), a global leader in Digital Business Transformation (DBT), is seeking an accomplished Associate Director, Business Development to join our team to drive new business at new clients within the Energy and Commodities industry, particularly Supply and Trading. There are two key components of your role: 1) Use various channels available to you to source new opportunities, including your own network of connections 2) Execute a strategic sales approach where (often) you will be the lead PS representative and will form and lead teams to progress the opportunities. Your individual results roll-up to the results of our company growth, and in this role, you will harness the depth and breadth of PS portfolio.
Your Impact:
Lead the strategy and execution of new pipeline development for the company in the markets and/or industries assigned to you, particularly Supply and Trading
Lead the first meeting with new contacts and connects to introduce the company to prospective clients, and develop these initial contacts into qualified opportunities
Develop these seed opportunities into larger scope deals by cross selling the entire PS service portfolio, through the early stages of the selling cycle, to the proposal stage
Develop your assigned market by growing the perception of PS and our capabilities both externally and internally via marketing campaigns, thought leadership, business partnerships, asset demonstrations, reference materials and client successes
Ensure that PS gets invited to competitive RFPs in areas of significant advantage for PS
If the business strategy demands it, partnering with the Client Partner, commercial and cross-disciplinary teams to drive the ongoing pursuit of innovative winning strategies that grow our client portfolio while demonstrating our value as a differentiator
Provide continual value-add to existing client teams, and clients through Industry expertise, domain expertise, or sales leadership and eminence
Lead annual client account planning sessions in collaboration with the Client Partner to develop a PS sales identification and execution strategy
Support the development of proactive propositions to position PS as a relevant provider in a client’s digital agenda and open doors to new opportunities
Own quarterly, and annual new bookings targets to ensure contractual arrangements meet defined commercials goals-simultaneously reflecting and forecasting opportunities in our CRM
Qualifications
Your Skills & Experiences:
Demonstrated experience in IT and business professional services with proven record of developing and closing new business within the Energy and Commodities sectors is essential (examples and contribution will be part of the interview process). Experience of selling IT and professionals services to Supply and Trading operations within the Energy and Commodities sectors is highly desirable.
Practical and proven expertise to develop and eventually break into a target set of prospective clients through various channels such as marketing, events, alliances, networking etc.
Experience working within the Energy and Commodities sector, as well as connections within your industry that will facilitate access to clients and opportunities.
Proven examples of proactive shaping of opportunities that resulted in non-competitive awards of work.
Experience of leading RFP processes in conjunction with managing new business development strategies is desirable.
Excellent spoken and written communication and proficiency in Microsoft presentation tools. Examples of prior work may be requested as part of the interview.
Proven ability to develop and nurture senior-level client relationships.
Collaborator who fosters trusted-advisor relationships with clients and internal stakeholders.
Ability to apply a data-driven sales approach to include research and business intelligence.
Set Yourself Apart With:
Strong learning mindset and drive for continuous self-improvement.
Industry expertise gained either from working in industry or selling / consulting to industry in a consulting or IT capacity.
Flexible and mobile, able to work in a hybrid work from home and office environment and travel based on clients’ necessities.
A Tip from the Hiring Manager:
Ideal candidates will have industry-specific expertise and/or domain expertise coupled with a proven track record of creating, leading and closing new business opportunities.
You will seek, develop and help close new opportunities that grow the PS business. You must be embraced by the value you demonstrate to the existing PS teams through industry knowledge and/or domain knowledge, and sales leadership.
