Business Development Manager

Job Summary:

Business Development Manager focusing on new logo business capture in the IT Service Management and Service Desk markets.

Job Description:

Overview

The role of Business Development Manager is to build relationships with new clients and manage relationships with existing ones while serving as a point of contact for clients and internal company teams, often interacting with both daily. As an expert communicator, they are proficient at planning and coordinating account activity, generating sales opportunities, and reporting the status of accounts regularly. A successful candidate will build strong client relationships, identify gaps and growth potential, and explore untapped opportunities.  

The Business Development Manager is a leading force that fuels our growing client relationships in the UK market. The ideal person will have proven experience building on existing relationships, eliminating competitor threats within our customer base, and ensuring customer satisfaction. The Business Development Manager will be a proactive and curious member of our sales team, identifying growth opportunities for clients before a need or gap has been stated. This foresight and meticulous analysis will take our company confidently into the future.

Please note that as the role is UK based, you will need to be resident in the United Kingdom with the right to live and work in this country. 

Job Specification

• Illustrate the value of products and services to create growth opportunities; compile and analyse data to identify trends.

• Perform prospecting activities such as cold calling and networking.

• Generate and qualify sales leads and opportunities.

• Provide accurate monthly and quarterly booking forecasts and consistently deliver against the forecast.

• Understand the business drivers of the ITSM market and map solutions to enhance the customer's business operations.

• Follow up with clients regularly to ensure needs are being met and to identify opportunities.

• Maintain a database of clients, prospects, partners, and vendors.

• Develop a sales strategy in the allocated sectors with a target prospect list.

• Achieve monthly and quarterly KPIs and quotas.

• Prepare and execute sales action plans and strategies.

• Negotiate and close opportunities.

• Prepare and present sales contracts.

• Ability to quickly establish and build relationships.

• Acquire new accounts and up-sell / cross-sell into existing accounts.

• Maintain a comprehensive knowledge of our products and services and how they can benefit our customers.

• Identify customer pain points and align appropriate software solutions.

• Conduct discover meeting, perform product demos and deliver proposal presentations.

• Work with customers in building case studies & ROI to show the value of applying our solutions.

• Manage the accounts by providing sales call reports, industry analysis, and accurate forecasting data.

• Build a capture plan of prospect.

• Ability to reach key decision-makers.

• Become a trusted advisor to the customer by understanding their existing and future roadmap.

• Arrange and conduct product demonstrations and presentations in conjunction with the pre-sales consultants.

• Support customers after initial sales to seamlessly migrate to our Professional Services team.

Required Skills and Abilities

• A self-starting personality with a spirit of entrepreneurship.

• Prior experience in sales, particularly in a B2B environment.

• Experience with standard customer management relationship software and platforms.

• Understanding of standard sales techniques and theory, including sales funnel.

• Ability to accurately forecast sales and deliver consistently upon the forecast.

• Strong, active listening skills.

• Excellent written and verbal communication and presentation skills.

• Ability to travel required.

• Experience with complex sales cycles.

• Strong work ethic and willingness to work hours required to deliver the results. 

• Proven track record of consistently achieving sales quotas.

• Travel up to 50%.

• Strong prospecting skills.

• Track record of reaching key decision-makers. 

• Presentation skills both remotely and in-person.

• Ability to work with a diverse group of people.

Experience

• 3 years of sales experience in enterprise software.

• Working knowledge of the ITSM, IT Service Desk or Managed Services industries would be desirable.

Worker Type:

Regular

Number of Openings Available:

2