Position : Business Development Manager
Mandatory Requirement - Looking for candidate from Management or Strategic Consulting firm
- Proactively own the company's commercial performance and brand reputation across allocated sales territories and for the wider market
- To acquire and develop new accounts, and grow the income (revenue) from an allocated portfolio of existing key accounts, for the entire range of products and services
- To identify and engage with key decision makers across new and existing accounts, with the objective of building long-term sustainable business relationships
- To effectively manage various account types (Public, Private, Multi-National companies etc) by formulating and executing new business and account development plans
- To achieve monthly, quarterly and annual individual sales targets for new and existing accounts across all product streams, in the most cost-effective way
Brief Description of Tasks :
- Achieve targeted income (revenue) over every reporting period across product streams, at agree contribution (cost of sale) margins.
- Provide clients with high quality insight to the products/services and gain their commitment for engaging with the entire (HSE) portfolio.
- Build, maintain and share a comprehensive understanding of the client's business activity, market needs and competitive environment
- Build and effectively manage the sales pipeline for each product type, to support the consistent achievement of sales targets.
- Maximise the potential of new business from organisations that have never traded with us
- Represent the company to external and internal customers consistent with company brand values.
- Build long-term sustainable business relationships with senior-level decision makers to increase the sales opportunity.
- Role model and champion the right approach with sales best practices and processes such as (but not limited to) pipeline management, CRM use, sales activity planning/delivery and sales forecasting.
- Proactively embed the use of the CRM (Salesforce) in day-to-day sales functions and consistently follow sales best practices and processes.
- Manage overall sales contribution by formulating and executing structured sales development plans for new business, accounts and products.
- Contribute to medium and long-term planning as appropriate. Identify and research potential for new and enhanced products for the Indian market place.
- To identify, target and win large (projects) opportunities; Be well conversant in bidding and winning tender based opportunities
- Collaborate with internal departments to offer clients the highest service levels and customer-oriented solutions.
- Manage own time and travel costs in line with the Company Business Plan ensuring business development visits are effectively planned and marketed.
- To uphold the terms and conditions of employment.
Skills & Qualifications :
Essential:
- Demonstrate commercial credibility and gravitas to influence at senior levels
- Ability to demonstrate strong sales achievement working to targets and deadlines
- Excellent communication skills, both written and verbal
- Excellent interpersonal skills - ability to communicate at all levels of the business
- Excellent organisation, time management skills and ability to prioritise always
- Strong commercial acumen
- Experience of competing for and winning large tender opportunities
- Experience using a CRM, ideally Salesforce
- Ability to take decisions based on strong commercial awareness
- Strong negotiation skills, at all decision levels
- Strong presentation skills; Excellent IT skills
- Ability to network and build relationships internally and externally
- Excellent ability to prioritise competing tasks with strong time management skills.
Essential
- Experience of growing business in new markets through sales turnover in a multi-channel environment
- Expertise in identifying, bidding and winning tender based opportunities
- Experience in managing large contracts
- Experience of creating sales messages and targeting to improve enquiry and lead conversion
- Experience of delivering profitable results in a corporate solution selling environment
- Experience of setting and achieving challenging objectives
- Experience of working in a field-based team utilising internal support functions
- Experience of budget-setting and cost management
- Experience in key account and business development project management
- 5 years key account management experience
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