Business Development Specialist

Job description

**(Internally titled Key Account Executive)** Responsible for managing and growing an assigned portfolio of customers with committed revenue, while developing new business opportunities. The role combines account management, renewals, client relationship development and proactive sales to maximise revenue, increase share of wallet and achieve sales targets. Key Responsibilities 1. Account Management & Revenue Growth 2. New Business Development 3. Client & Internal Stakeholder Management ### Your Next Challenge: Own the day-to-day relationship for assigned accounts, developing a strong understanding of clients’ businesses, industries, content needs and workflows to identify growth opportunities. - Grow existing accounts by increasing content consumption, expanding user adoption, identifying content gaps and maximising share of wallet. - Drive consumption and retention of committed deals through effective onboarding, regular client engagement and expansion into new teams, users and use cases. - Manage the end-to-end renewal process, including account performance reviews, commercial negotiations and closure. - Lead project-level discovery, proposals, quotations and negotiations for ALC and new committed deals, involving Customer Support Associates (CSAs) where appropriate. - Identify opportunities to improve deal value and stickiness through workflow integration, including APIs, DAMs, plugins and other relevant solutions. - Introduce clients to new products and services, including Custom Solutions, and guide them through the associated processes. - Encourage appropriate self-service adoption while ensuring a high standard of customer experience and support. - Proactively identify, develop and close new business opportunities through networking, field sales, referrals and targeted prospecting. - Identify key decision-makers, influencers and buying opportunities within target organisations to build a strong pipeline and expand client penetration. - Develop new customer relationships and uncover end-client opportunities within agency networks to enable targeted pitches and referrals. - Leverage Getty Images’ full portfolio of products and services to develop new customer segments and create incremental revenue opportunities. - Conduct client meetings and presentations, including at senior decision-making levels, to communicate Getty Images’ value proposition and secure new business. - Meet or exceed assigned sales targets across existing accounts and new business. - Build and maintain long-term client relationships, handling complex commercial conversations and negotiations professionally. - Coordinate with internal teams across sales, customer support, service and management to resolve client challenges, identify suitable solutions and deliver on customer expectations. - Collaborate with colleagues to ensure consistent account planning, customer service standards and achievement of revenue goals. - Maintain accurate and timely customer, opportunity and activity records in Salesforce and other relevant systems, ensuring effective pipeline management and forecasting. - Develop and maintain strong industry and market knowledge to inform account strategies and identify emerging opportunities. ### What You'll Need: - Proven experience in sales, account management and new business development within a fast-paced organisation. - Demonstrated success in growing existing accounts, acquiring new customers and closing revenue opportunities. - Strong relationship-building, networking and stakeholder management skills, including the ability to engage senior decision-makers. - Excellent communication, presentation, negotiation and proposal development skills. - Strong pipeline management, forecasting and commercial negotiation capabilities. - Ability to manage multiple accounts, projects and priorities effectively, with sound judgement and time management. - Ability to work independently while building effective cross-functional relationships. - Proficiency in Microsoft Office and CRM systems, preferably Salesforce. - Industry knowledge and experience in media, digital content or related sectors preferred. - Comfortable operating in a dynamic, evolving environment within an international organisation.