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EMEA Business Development Executive (Compliance Risk and Diligence)

Information About This Job

Job Title: EMEA Business Development Executive (Compliance Risk and Diligence)
Location: London
Industry:
Contact Name: Ben Kinley
Contact Email: bkinley@lawsonchase.com
Job Published: 2 months ago

Job Description

Lawson Chase is working closely with a globally-known corporate investigations and risk consulting firm, in appointing an EMEA Business Development Executive.

 

The Company

The company is a leading provider of corporate investigations and risk consultancy services.

The firm helps clients make confident risk management decisions about people, assets, operations and security through a wide range of investigations, cyber security, due diligence and compliance, physical and operational security, and data and information management services.

 

The Role

An opportunity for the successful candidate to join a dynamic, focused, and successful team bringing a suite of best-in-class services and solutions to our European client base.

Working with and reporting to the regional Business Development Director this is a key role in the Kroll Compliance, Risk & Diligence (CRD) EMEA team.

Acquire new client relationships and support the Business Development Director with managing newly acquired clients (6-24 months) as part of regional team objectives and drive new revenue in key territories in the EMEA region of Kroll CRD. This position will work within the CRD division in EMEA to drive/lead complex, multi-year sales opportunities focusing across the Corporate (MNC) and Finance sectors to sell the Compliance solutions in key territories in the EMEA region. Responsible for driving revenue from new clients as well as from existing key accounts in the region.

 

Key Responsibilities

  • A key aspect of this role is to collaborate with the Business Development Director and other members of the Business Development and Operations teams in support of the existing, strategic accounts for the region while independently pursuing both inbound enquiries and proactive engagement with new allocated relationships.

  • Meet or exceed monthly and annual sales targets.

  • Contribute to the development of plans, with Business Development Director, which identify sales strategies, assess revenue potential, and outline targeted activities to maximize revenue opportunities and penetrate markets with Risk Solutions products and solutions for AML/Compliance.

  • Active support of regional marketing events attended and / or organized by the firm to drive new business and maintain close working relations with key accounts.

  • Where required, create and implement effective account plans that include: developing and implementing a sales strategy considering new business growth; managing all resources necessary to drive new business; forecasting revenue; developing key contacts and business relationships within prospects. Demonstrate leadership by collaboratively engaging with the senior management team to lend support to business development objectives with influential individuals and high-level decision makers in the client base.

  • Cold call to secure appointments, gather information on customer needs, position and prove out products to solve customer business issues; manage client expectations, overcome objections, and with Business Development Director, negotiate pricing and contracts, and close the sale.

  • Develop research analysis techniques to determine customer prospects where the company can meet specific business needs; contact prospects and determine the business needs and decision makers to penetrate new business relationships.

  • Provide timely and proactive input to ongoing development of account plans to assess opportunities, threats and weaknesses.

  • Clearly demonstrate an understanding of products, pricing, administrative procedures, and organization to effectively answer clients’ questions or implement solutions in a timely fashion.

  • Maintain a current understanding of competitors’ offerings and effectively sell the advantages of company offerings over those offered by competitors.

  • Work closely in a team environment including research colleagues, technical and sales support to gain proficiency in presenting and proposing the whole range of solutions, while managing client expectations.  

  • Use Salesforce to manage client communication, sales pipeline, and prioritize leads to effective closing.

 

Skills & Experience

  • BS/BA or equivalent in Business or Marketing or relevant commercial experience

  • While prior sales experience is not a fundamental requirement it is preferred. Where prior sales experience can be demonstrated it will be in a B2B environment, ideally in the Compliance industry or where professional services have formed the focus of the transaction.

  • Written and spoken proficiency in other European languages such as Spanish, French and Italian would be of interest, although the priority is to identify the candidate with the appropriate business development mindset.

  • Skills required include strong written and verbal communication, a consultative / advisory approach, as well an ability to prioritise tasks through strong organizational and time management.

  • Enthusiasm, passion and a commitment to mutually successful outcomes are a must!

Ref: | Published: 06 Jun 2019