United Kingdom onlyThe Business Development Lead’s primary focus sits in the discover, diagnose, deliver and contract negotiation phases of the sales process. The role encompasses both inside and outside sales skills. The Business Development Lead will be an integral part of the global Revenue Generation division, focused predominantly on the UK and European market.
The role holder will not only work leads from the demand generation engine but will identify and qualify new leads and opportunities within specific target markets. The demand generation strategy will define how to exploit inbound leads that come from CCi Marketing campaigns, as well as outbound leads created by regional prospecting activities (webinars, marketing, personal networks, etc.). The Business Development Lead must be an effective networker and problem solver that is comfortable working with all levels of a client organization.
This is a Remote role, we envisage 60% of the time you working from home and 40% travelling to potential clients.
ROLE DESCRIPTION
1. Drive new business by developing relationships with prospective accounts through the following:
- Deliver individual and collective sales revenue targets with prospective clients.
- Lead sourcing: identifying sufficient decision-maker and influential contacts to add to nurturing campaigns.
- Ensure all communication and sales activities are documented and updated regularly in our CRM system to facilitate governance and reporting metrics.
- Ensure a competitive advantage is created and maintained through timely impactful communications and lasting impressions engaging with prospects to maintain continued support of CCi products and services.
- Lead qualification: conduct BANT qualification of prospects, assessing whether prospects have the budget, authority, need and timeline needed to make the purchasing decision.
- Lead research: conduct initial research on the prospect to identify the decision-makers and influencers, understand the symptoms and causes by discovering the prospect’s problems and challenges (pain points) and establishing CCI’s relevance to the prospect.
- Manage processing and allocation of identified leads and follow up with team.
- Using a consultative approach leverage, facilitate and drive CCi’s sales methodology to ensure a systematic approach to opportunity development (discover, diagnose, design and deliver) through to opportunity closure and implementation success in coordination with the broader team, have the knowledge and contacts to bring in the right experts at the right time to support closing.
- Develop a value hypothesis (including return on investment) that will enable the role holder and/or CCi Leadership to establish relationship/s with the C-Suite and core decision-makers.
- Help influence a client's selection process and evaluation criteria.
- Coordinate face to face meetings with prospect clients and work with business development team to conduct demo presentations, to continue to drive the sales process through client prospect relationship management.
- Manage the facilitation of proposals and negotiations while identifying and influencing key decision makers both externally and internally.
- Manage the facilitation of closing activities.
- Work closely with the Head of Sales Operations on the negotiation and execution of commercial and legal contracts (NDA’s, MSA’s, License Agreements and SOW’s).
- Develop and manage to accurate and timely budget and forecasts.
- In conjunction with the Head of Sales Operations prepare weekly progress, pipeline and forecast reports to review with the regional team.
- Maintain product and services knowledge keeping abreast of CCi available and future offerings, ensuring a strong informed knowledge base.
2. Growth Mindset:
- Stay updated on industry trends, business development methodologies, and emerging technologies.
- Positively challenge the Revenue Generation team with latest thinking to support the growth of the company
- Maintains own professional development by regularly asking for feedback, proactively reflecting and identifying personal learning and development opportunities to grow as an individual.
KEY PERFORMANCE INDICATORS
KPI 1: Actual revenue dollars achieved versus budget and prior year
KPI 2: # and % of AQL’s to SAL and SQL’s converted to Opportunities following the BANT process
KPI 3: # of new accounts contacted and number of accounts engaged
KPI 4: # and % Opportunities closed
KPI 5: # and % growth of new accounts closed, length of time to close sale
KPI 6: Quarterly Teamflect priorities met/exceeded expectations
Requirements
DESIRED QUALIFICATIONS/EXPERIENCE:
- BA/BS in Engineering or Operations Management preferred or Business Administration (with an emphasis in Supply Chain or Finance and Accounting)
- Lean Six Sigma Green Belt Certification or equivalent experience in continuous improvement methodologies
PREFEREED QUALIFICATIONS/EXPERIENCE:
· MBA preferred
- Lean Six Sigma Black Belt Certification
- Experience selling software to Manufacturing and Supply Chain organizations
- Minimum of 7-10 years of consultative sales experience with a proven track record of driving a complex sales process to closure, preferably in a technical sales capacity
- Proven track record of meeting and exceeding revenue targets
- Lead generation and pipeline management experience required
- Possess strong negotiation skills and understanding of executing commercial and legal contracts
- Situational Leadership leaning to espouse critical thinking, problem solving, and data driven decision-making capability to assess and diagnose proper client approach
- Exceptional communication and presentation skills, and ability to express technical concepts clearly and concisely in written proposals
- Previous experience using Salesforce or other CRM required
- Business acumen, financial analysis and reporting experience required
- Possess excellent understanding of world class manufacturing principles, methodologies and practices
- Possess an excellent understanding of supply chain optimization processes and practices to create an aligned and efficient value chain preferred
- Possess the ability to collaborate with product SMEs and specialist consultants to design and customize solutions
- Must be a self-starter that acts with a sense of urgency and has the fortitude to overcome rejection
PERSONAL ATTRIBUTES:
· Technologically inclined
- Strong interpersonal skills and self-awareness
- Accountable and responsible in all situations
· Excellent written communication skills
- Highly organised and practices excellent time management
- Able to work productively within a cross-cultural and global team
- Ability to learn from constructive criticism in a positive manner
· Independent and self-motivated
WORKING ENVIRONMENT: Remote home office
TRAVEL: (required estimated % of time) up to 40%
Benefits
Competitive Base Salary
Sales Incentive Programme approx 30% of salary
3% Employer Pension
Option to Salary Exchange
25 days Annual Leave
10 days People First Leave (which can be used for times like compassionate leave, family emergencies, moving house, CSR and Personal Learning)
Ireland only
United States only
