At Delinian, we're building the future of information services: transforming our portfolio of B2B publishing brands into a modern, global information business. 

Our business is transforming as we seek to retain the relevance our brands have within the markets they serve, while also taking advantage of our scale to deliver better results for our customers and shareholders.  This means laser focus on responding to our client's needs for specialism, while also building common tools and functions that allow us to meet customer's needs better.  

We pride ourselves on our entrepreneurial culture – enabling creative, action-oriented, and knowledgeable professionals to do their best work. We also believe in autonomy, accountability, passion, and a sense of humor.  

Insurance is made up of the Insider Publishing Group and Reinsurance Security Research brands which provide rapid market intelligence, analysis and real-time insight to help Insurers, Brokers and service providers to gain a competitive advantage, make better decisions, act first and profit from insight. Insider Publishing Group consists of Insurance Insider, the market leading provider of specialty insurance and reinsurance intelligence, Trading Risk which provides specialist content for the Insurance Linked Securities (ILS) market and our newest Product; Inside P&C which provides dedicated in-depth coverage of the US Insurance market. Reinsurance Security Research is a specialist analytical service focused on providing independent and confidential opinions on reinsurers' financial strength, suitability, and likely longevity

JOB PURPOSE

The position of Subscriptions Business Development Director is a high-activity position requiring both a high call volume and consistent prospecting within our markets. As a Subscriptions Business Development Director you will need to show a deep understanding if you’re customers, the challenges they face and how Nextgen’s Insurance services help them address those challenges. To be successful in this role you will need to combine high retention rates with strong growth and new business results.

KEY OBJECTIVES

• Deliver revenue growth against quarterly targets

• Win new business through the sales of subscriptions and licenses
• Pure New Business Sales role. Pipeline building and closing of deals
• Retain and grow existing accounts through solution selling
• Demonstrate an understanding of the markets the company operates in, and an in-depth knowledge of the company’s products, who buys them, and why
• Create a territory plan for your assigned markets, highlighting opportunities for growth
• Prospect and uncover key decision makers with a requirement for insurance news
• Carry out detailed pre-call research on prospective clients and their organizations to maximize the percentage of trials converting to sales
• Maintain strong inter-departmental communication, both intra and inter office
• Travel to conferences and client’s offices where necessary
• Ensure you are fully aware of the company’s short, medium and long term goals and your territory plan aligns with these.

KEY INTERFACES

• Work with the Head of Sales, UK in order to ensure consistent performance against agree targets.
• As a member of the Market Intelligence Sales Team, assist others, where required, to ensure Sales targets are achieved both individually and as an organization overall.
• Provide customer feedback and market intelligence to the relevant teams regarding product and content development.
• Maintain close communication with the Global Insurance sales team, Operations, Marketing
• Your decisions and suggestions should consider the impact on the other areas of the company and you should be aware of the impacts (both positive and negative) that it may have on those departments.

KNOWLEDGE, EXPERIENCE AND SKILLS

• Demonstrable history of success in a solutions sales environment
• Sales training such as Challenger, Consultative or ProActive Selling
• Subscriptions sales experience, required
• Insurance experience, preferred

ATTRIBUTES 

• Self-driven, results-oriented individual, with a positive outlook
• Customer mind-set
• Adaptable and relishes new challenges

• A natural forward planner who critically assesses own performance