New Sales & Client Acquisition Manager (Biz Dev Opp!!)

The New Sales & Client Acquisition Manager position is knowledgeable in Business to Business (B2B) selling, and uses training and expertise in the cultural industry or a similar industry to develop new customers in the Midsize Target Customer market segments. Personnel in this role have prior experience as individual sales contributors working in B2B sales, and can use their skills and experience to develop and manage new customer relationships and generate sales. The focus of the position is on developing new customers to identify new opportunities for Antenna products and services.

Key Responsibilities:

Call on Arts & Culture institutions, Historic venues, Religious sites, and other venues to facilitate the sales of tour packages, tour equipment, content, consulting and other related products and services. 

Provide sales support and account management to new Antenna customers during the initial roll out of their initial purchase until the account has been successfully transitioned to an Antenna Account Manager. 

Input information regarding sales activities and sales pipeline in Antenna’s Salesforce.com system to ensure accountability and management awareness. 

Work with Antenna Marketing, Digital Media, Finance, Operations, and other departments to transact business with new customers. 

Conduct sales prospecting and lead management activities within assigned Territory to identify and qualify new business opportunities. 

Utilize the Company’s sales process, sales methodology and CRM tools to conduct daily business activities. 

Produce sales pipeline reports and perform sales forecasting for assigned Territory to achieve annual revenue quota. 

Education and/or Experience: 

Bachelor’s Degree required. 

Minimum of 3 to 5 years of B2B sales experience as an individual contributor required. 

Cultural industry experience preferred. 

Knowledge of museums and cultural institutions including Educational solutions. 

Fluency in English required. 

Qualifications: 

Prior demonstrated experience as an individual contributor on one or more B2B sales team(s). 

Deal Size : experience in closing deals between $50k and $1MM in deal size. 

Deal Volume : experience in closing $2.25MM in deals pear year. 

Knowledge of CRM (especially Salesforce.com) as an individual contributor is preferred. 

Formal sales training from a professional sales training organization. 

Prior experience and exposure to B2B sales models in industries focused on medium to large business customers, such as Public Sector, travel/hospitality, or telecommunications. Cultural industry experience helpful but not required. 

Experience with sales of products and services requiring long sales cycles, RFP’s, and extensive contract negotiations preferred. 

Experience with marketing lead generation programs, business promotions, and marketing initiatives used with typical sales efforts. 

Has experience inputting customer and sales pipeline information into a CRM system (especially Salesforce.com), and can produce a sales pipeline report. 

Previous “hunting” experience indicating familiarity with sales prospecting methods and tools, including cold calling scripts, presentations, and other methods and tools. Demonstrated capture of three to five new accounts per year. 

Strong oral and written communication and presentational skills. 

Must have excellent word, PowerPoint and excel skills. Must be fluent in Salesforce.com or a similar CRM based solution. 

Familiarity with social media tools, such as Facebook, Twitter and online direct marketing a plus.

Travel Requirements: 

Remote employee must be able to travel up to 50% of the time.

 Essential: 

Proven track record of closing $2.25MM in total deal value or $1.5MM in revenues PA.

Advanced sales and negotiation skills: CEO or Government Minister level: understanding and tolerance of long sales cycles, stakeholder negotiation, RFP and Tender process.

Must be prepared to be ‘the face’ of a multi-million dollar business, which has serious contentions to being a $100 million business.

Cultural Experience, travel and tourism is a ‘nice to have’; but an appreciation and understanding of arts and heritage on a personal level is essential.

Outstanding – and we mean outstanding - presentation skills.

A given: PowerPoint, Excel, Word. Must prove experience with Salesforce.com

Travel: An interest in, a willingness to travel extensively across the region.

Good history in territory planning.

Experience:

Deal Size: experience in closing deals between $50k and $1MM in deal size.

Deal Volume: As above, experience in closing $2.25MM in deals PA.

Complex pipelines:

Strategy: Can demonstrate strategizing how to win in a region: researching, outreach, contact making, networking, presenting, proposing, negotiating and closing.

Visuals: Understands how to visualise deals and opportunities and present them accordingly.

Reporting: Understands how to report activity effectively in ways that give management confidence.

Track record in understanding how to build and generate deals with high Contribution Margin.

Nice to Have:

Exposure to CCS methodology

Arts & Culture Background

Published work, or demonstrable literacy and outstanding communication.