Solution Sales Manager - London
Brown Brothers Harriman delivers trusted, valued and differentiated services to a select number of banks in our chosen markets.
The Solution Sales Manager plays a leadership role in establishing and developing relationships with those target banks and also representing BBH within the industry.
This is an organizational role that includes establishing a business development strategy, working at the most senior levels of client prospects to deliver this strategy and leading the internal approval process for all local and inbound opportunities. It requires excellent collaborative skills to drive opportunities with colleagues in other locations for the benefit of the overall Firm.
This position requires extensive functional expertise, leadership, initiative, creativity, and management. In addition, the position demonstrates excellent client communication and relationship skills.
Responsibilities:
Business Development
The Financial Institutions’ Solution Sales Manager has direct responsibility for the development of the business
Responsibilities include;
Working with the Head of Financial Institutions (FIT) Sales for Europe and the Country Manager, establish ongoing future sales budgets.
Developing campaigns for the delivery of projected sales targets.
Building a pipeline of qualified bank prospects, based on strong commercial insights on trends in the industry, regulatory changes and client investment strategy.
Identifying and build strong relationships with all key decision makers in the prospect organisation (including at C-Level).
Focusing decision-makers on BBH product and service by providing strong commercial insights on problems or opportunities for their business, for which BBH can provide solutions.
Presenting the service offering to identified prospects at the highest level, tailoring the messaging to client need and opportunity.
Establishing the organization as the strategic partner of choice.
Assisting the team focusing on key prospects.
Supporting the total sales process for resulting sales campaigns (from first meeting through to contract signing).
Coordinating of formal tenders, RFI and RFP’s, leading the submission responses, maintaining high standards of professionalism and to required deadlines.
Preparing fee proposals for prospects based on the Firm’s approved business pricing protocols.
Steering any prospect through the new business approval processes.
Maintaining appropriate CRM records of all prospecting and sales activity in the internal system
Maintaining strong relationships with key client contacts throughout the pre-sales and post-sales implementation process, prior to handover to Relationship Management team
Contributing to the segment strategy development process and assist team to execute on that strategy.
Oversight of Inbound Opportunities
The Solution Sales Manager has oversight responsibility for the business opportunities that will contract with BBH entities but may be sourced and developed in other BBH offices.
For such opportunities, the Solution Sales Manager responsibilities include:
Providing support and materials to international colleagues to assist them in developing such opportunities.
Overseeing the fee proposals for such opportunities.
Overseeing the presentation of such opportunities
3. Campaign Ownership
The Solution Sales Manager may be assigned direct responsibility for particular sales campaign(s).
Delivery of campaign insights and positioning to drive new revenue.
Engage and contribute to the ILS (Insight Led Sales) process.
Continue to drive improvements across the campaign by leveraging feedback.
Full responsibility for marketing materials for your campaign.
Execution Tools and Responsibilities:
New Business Tools
Insight Led Sales (ILS)
The Solution Sales Manager needs to:
Be a champion of the ILS process across all opportunities.
Be responsible for the deployment of ILS for all local and inbound opportunities.
Report progress against budget:
Maintain records in Salesforce.
Report to the Monthly Executive Committee Meeting.
Industry Engagement/Client Events
Work with the Head of Relationship Management, the Head of FIT Sales for Europe and firm wide marketing to agree a programme of appropriate events for the year.
Industry Profile
The Solution Sales Manager is an important carrier of the Brown Brothers Harriman brand externally.
The role involves professionally representing the business externally with clients, prospective clients, competitors, regulators and industry bodies.
This role involves participating in industry working groups, conference panels and other engagements,as required by the business.
Product Development
Participate in product development initiatives including research and implementation of client solutions.
Organisational Engagement
Participate in the European Sales Meetings, executive meetings and management meetings
Qualifications
BA/BS degree and/or equivalent work experience.
Successful recent track record of managing complex solution based sales processes.
Understands and can describe the full spectrum of major products including data, digital, custody, securities lending, foreign exchange etc.
Excellent client-facing skills and presentation skills.
Knowledge of the regulatory environment and other external market forces impacting banking industry.
Consultative, strategic solution sales experience, approach and methodology.
A credible executive able to gain the confidence and trust at the highest levels within our industry.
Promotes desired culture and associated best practices.
Ability to successfully operate within a global team.
Experience of deploying technology to support sales activity (including CRM and knowledge management tools)
Knowledge and skills
Appropriate data, digital, custody, securities lending, foreign exchange product knowledge; Cross product knowledge a plus.
Communication skills with demonstrated presentation skills and excellent writing ability (writing sample required).
Proven negotiation skills.
Professional business acumen; Ability to interact in a professional manner at all levels, both internally and externally to BBH.
Detail oriented with proven ability to see open issues to resolution.
Full time
London