Senior Business Development Manager

Location: Barcelona, Spain preferred, other EU locations considered

Position Overview: Senior Business Development Manager

Emergent's mission is to catalyze finance at scale to combat the climate crisis. Engaging with the private sector is a crucial part of this mission. The Senior Business Development Manager (BDM) will prospect for and convert new corporate clients of emissions reduction credits (ERs) by utilizing a variety of networking and outreach strategies. The BDM will be accountable for securing a quota of long-term ER contracts commensurate with Emergent’s goal to stop tropical deforestation.

Emergent has a rich pipeline spanning hundreds of companies – the BDM will be a key part of turning those leads into deals. They will use persuasive approaches and pitches to convince potential clients to purchase ERs through Emergent, developing rapport with new clients, setting and obtain sales targets, and providing ongoing support to continually improve customer relationships. The BDM will also grow and retain existing commercial accounts by ensuring that client stakeholders are positioned for success in terms of meeting climate targets and stakeholder requirements. In addition to prospecting and converting companies, they will support Emergent's marketing strategy, helping differentiate Emergent from competitors and accelerating decision-making and favorable commercial outcomes within its corporate prospect base.

The Senior Business Development Manager will form the core of Emergent’s sales operation in Europe and Asia and will play a key role is helping to end tropical deforestation. The ideal candidate will have experience in carbon markets, meeting corporate climate commitments in the voluntary or compliance (e.g. EU ETS) markets.

ResponsibilitiesProspection and Conversion

• Prospect and convert new corporate clients interested in emissions reduction credits through use of customer insights, network activation and commercial creativity;

• Cold call as appropriate within prospective companies and business-focused NGO ecosystems to ensure a robust pipeline of opportunities;

• Leverages sales tools and applied business development regimens to produce new leads, drive leads through the sales funnel, and convert prospects within accelerated timeframes;

• Identify the decision makers and the buying journey for each prospect organization and build solid relationships with each through active listening and tailored messaging;

• Plan each customer engagement and pitch; catalog each call in the CRM system with documented insights/actions to move prospects through the sales funnel;

• Partner with marketing to tailor pitches that speak to prospects’ needs, concerns, and objectives;

• Handle objections by clarifying, emphasizing agreements and working through differences; and

• Use a variety of styles to persuade or negotiate appropriately, presenting an image that mirrors that of the client.

BD Regimen

• Submit weekly progress reports, ensuring data is accurately entered and managed within HubSpot (CRM system);

• Track and record activity on accounts and help to close deals to meet these targets;

• Prepare regular reports and presentations on marketing metrics for the executive team; and

• Preparing and reviewing monthly, quarterly, and yearly KPIs and budgets.

Strategic Planning

• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends;

• Present to and consult with management on business trends with a view to developing new services, products, and distribution channels;

• Identify opportunities for campaigns, ser...