Senior Business Development Manager Top Employers Institute is the global authority recognising excellence in people practices. We assist companies to accelerate these practices and further enrich their worlds of work. Through the Top Employers programme, participants are audited, certified and recognised as employers of choice. Established more than 30 years ago, Top Employers Institute now certifies over 2,300 organisations in 121 countries. These certified companies positively impact the lives of over 12m employees globally. Purpose and Contribution to the Company Strategy Building upon the growth and impact of the Top Employer’s Certification Programme worldwide we are looking to recruit a new team member to support region HR Leaders in the development and branding of their organisations. The Business Development Manager directly generates revenue by prospecting for, positioning and selling the HR Certification Programme to multinational clients headquartered across UK & I region. Key Responsibilities Responsible for new business development via prospecting, social selling, qualifying and consultative selling Drive sales growth and pipeline through the setting up of qualified meetings Be a subject matter expert and evangelist of Top Employers HR Certification Ability to connect and network with senior HR stakeholders and position the full value of the Programme across their areas of responsibility and areas of focus Work closely with Marketing to support events and follow up digital leads Achieve growth targets for new business acquisition Building a strong professional network by initiating contact with HR decision makers Competencies Company competencies (for everyone): Collaboration Customer focus Global perspective Key success competencies (in addition to company competencies): Communicates effectively Manages complexity Interpersonal savvy Business insight Directs work Builds networks Persuades Drives results Qualification Criteria Bachelor degree Minimum 5 years working experience in new business development, preferably in the field of HR Tech or HR Services or SAAS (proven track record new logo) Previous experience selling internationally Value Selling Skills: (meeting prep, conduct an effective needs analysis, deliver sales presentations, answer questions and handle objections) Negotiation skills: Knows how to prepare, how to make offers, how to respond to offers, how to respond to typical tactics, how to close, how to ensure the agreement lasts. Communication skills: Operate with confidence, can make formal persuasive presentations, can communicate 1-1 with confidence and discuss the company products/services and added value potential effectively. Ability to generate and source own leads via social selling, LinkedIN, network, research Ability to communicate at C Suite level Strong presentations and closing skills Native or fluent in English in both writing and verbally. (Strong written and spoken business English) Available for some travel to conferences, client sites and company meetings. Willing to travel to office in St Albans and for business (local / international) when required Previous working experience on SalesForce advantageous, but not a prerequisite Highly proficient on MS Word (PowerPoint, Word, Excel) Top Employers Institute offers Purposeful Impact. Global Connections. Versatile Working Environment. At Top Employers Institute, you collaborate with colleagues worldwide as you shape a career focused on enriching the world of work, bringing your best self. At Top Employers Institute, we believe in: Living our human-centric approach (flexible working conditions, including the flexibility to work from home or from the office) Thriving in a multicultural environment Growing meaningfully Leadership culture based on trust Plenty of room for initiatives and own responsibility We pay you to pay it forward: we grant you 2 days of paid time off for volunteering for causes you care about We want you to stay with us: you will enjoy a 4-week sabbatical leave paid by the company after 5 years Dynamic and strong international culture (more than 30 nationalities spread over 12 offices all around the world) Fast growing (20% YoY revenue growth) and sustainable company (founded 30 years ago) Top Employers Institute is an Equal Opportunity Employer. We respect and celebrate each other’s differences. We know that a diverse workforce enhances our success. We are conscious that having the freedom to be yourself is the basis of sustainable growth. To us, it doesn’t matter where you were born, what you believe in, how old you are, what you look like, or who you love. We believe that different perspectives and backgrounds actually lift Top Employers Institute to new heights and increase our way of thinking for a better world of work. Join us, as there is a place for you here