Business Development Specialist | MMI  

Media Meter is a technology company that tracks mentions across thousands of media channels including newspapers, magazines, radio, TV, blogs, and social media. For us, it’s all about helping organizations understand what is happening in their world so that they can build more effective communications strategies. We do this by revealing conversations about issues and brands in the media, extracting insights from these conversations so that organizations can build strategies around them.

Is the role right for you?

This is a B2B sales role where you sell software (specifically, software as a service or SaaS), and media reports. You will be selling product mainly to corporate communications managers, public relations and public affairs officers, and sometimes marketing leaders. Our clients are medium and large corporations, so having a network among corporate is pretty much required.

Your main job will be to generate large amounts of leads during “planting” months, and then “sowing seeds” for your corporate relationships so that you can close a lot of deals during the peak sales season. Since we run on a monthly subscription business model, the sales game is about closing the most contracts at the soonest possible time. In other words, if you learn fast and are a quick starter, you will like this job. If you would rather put off what needs to be done today, you’ll probably struggle.

Are you right for the role?

If you’ve been doing sales for a while, you will know that the first thing any salesperson needs to have is a stomach for rejection. If you can persist despite being turned down lots of times, you might be a good candidate for this role.

This is a B2B selling role and you will need to have a network among communications professionals, public relations people, and C-suite executives to succeed. If you have a demonstrable history of success in a previous B2B sales role, you might want to check us out. If you have considerable experience in the communications industry and have a lot of contacts in the space, you might also want to apply.

The SaaS space has a steep learning curve. You will need to have a genuine passion for learning new technologies to succeed in this job. If you’re familiar with big data, analytics and software, you might want to try us out. Otherwise, if you’re coming from another industry, be prepared to spend at least two months learning about our products.

We are looking for gregarious people who love to build long-term business relationships with managers and executives. We prefer patient relationship-builders to fast-talking salesmen. Years of experience have taught us that consultative selling works better than product pushing, at least in our business.

Finally, we are looking for individuals with a demonstrated ability to meet quarterly sales targets. The BDS’s daily grind includes finding leads, setting up relationships from cold starts, and presenting product in an effective manner to prospects. Business development specialists are also tasked with attending networking and industry events, creating new client presentations, and facilitating client meetings.

Core Tasks

• Understand the product in as complete and in-depth way as possible and provide.
• Generate new leads, contact decision-makers, screen potential business opportunities, facilitate product presentations, and close the sale.
• Win potential clients by understanding their data and communication research requirements.
• Identify market trends to build short and medium-term sales pipelines to meet targets.
• Draft business and commercial proposals and review contracts and bids.

What will my sales targets look like?

Suitable candidates will be responsible for building their own portfolio of clients for our products. The right candidate will be driving new business sales of around P100,000/month in monthly recurring revenue (MRR), with an annual revenue target of P7.8 million.

What kind of support can I expect?

On a day-to-day basis, our sales team is supported by talented operations people who can set up the technology so that our BDSs provide prospects with impressive presentations. Over the medium and long term, you will be supported by a veteran product development team as well as marketing people who are there to make sure that you’re always in tip-top selling form.

• At least three years of experience in Sales or Business Development, preferably in technology, with a demonstrated ability to meet targets consistently.
• Must be familiar with utilizing social media platforms and other channels to conduct business development communication strategies.
• Excellent presentation and communication skills.
• Capacity to build relationships with managers and business leaders.