Job title : Enterprise Business Development Manager
Reports to:Sales Director
Work closely with the Sales Team to develop New Business streams with large clients. Identifying and onboarding significant new clients to the B2B team.
JOB PURPOSE
To develop streams of New Business with enterprise accounts for any of the solutions sold by my client. To actively upsell and cross-sell into other products and continuously work to identify and develop further opportunities within established relationships. Enterprise Business Managers are the key to unlocking the great potential of our Lifestyle products and the incentive solutions that support it. We want you to lead from the front with an ambitious and professional attitude and a laser focus on taking our business forward through scalable revenue.
JOB DIMENSIONS
Financial: To achieve monthly sales targets mainly through new accounts. To maximise the revenue potential of established relationships by identifying incentive scheme opportunities.
Staff: No direct lines to manage but there is a key goal to support and educate while working in partnership with a BD executive.
Other: The EBD will generally be based at main offices in London. They will also actively seek face to face meetings and will be required to create and attend initial sales meetings with new business opportunities.
The Enterprise Business Development Manager is responsible for:
- Identifying new business opportunities, generating and cultivating potential leads to enhance the number and quality of new opportunities and meetings with prospects;
- Maintaining contact with new prospects to ensure the best opportunities for converting them to clients;
- Attending meetings with new prospects, establishing their needs and introducing them to company's products and services, converting opportunities through consultative, relationship selling;
- Responding to client briefs with creative and commercially astute proposals, within client timeframes according to their specific requirements;
- Maintaining accurate records of prospect activity and reporting this information on a weekly basis to the Sales Director;
- At the confirmation of all new contracts to ensure a smooth initial delivery and that service levels are established to the highest standard from the start of each new relationship;
- Building and maintaining excellent relationships with new and existing clients, keeping in regular contact with all accounts under their control;
- Responding to queries and requests from clients in a full and timely manner, acting as a top level customer service champion for the business;
- Actively working to gain knowledge of the business operations and needs of the client in order to best serve their requirements and encourage retention;
- Actively networking to build strong relationships at a senior level and with stakeholders in other departments within the client company in order to establish new opportunities for upselling and cross-selling;
- Creating and developing commercial opportunities with existing clients, maximising account and revenue growth;
- Establishing and maintaining a pipeline of future work and ensuring that comapnys new client revenue target is achieved;
- Liaising with internal departments to ensure deadlines and implementation timeframes are adhered to;
- Working closely with the BD executive to develop and support them towards their goals.
- Fully understanding the products, service, and the processes behind each scheme;
- Keeping fully abreast of industry developments, the company's product offering and service portfolio;
- Attending and contributing to team meetings;
- Achieving monthly and annual revenue targets and KPIs as set by the Sales Director.
KNOWLEDGE, SKILLS AND EXPERIENCE
- A proven track record in researching and generating new business;
- A successful history of selling Incentives into Marketing departments is not a prerequisite but would be ideal
- A proven track record in relationship building in a business to business context;
- A proven track record in working to, and achieving, targets and KPIs;
- Exceptional interpersonal skills with the ability to engage effectively with clients and colleagues at all levels;
- Strong commercial acumen and the ability to recognise new business opportunities within existing relationships and convert them from potential into growth;
- A proven track record in sales and account management within a B2B environment
- A proven track record in working to, and achieving, targets and KPIs;
- Excellent presentation skills;
- Project management skills, with the ability to manage detailed project plans from inception to conclusion;
- Self-motivated, driven and passionate approach;
- Ability to collaborate and work as part of a team;
- A personal commitment to learning and keeping knowledge of the reward and recognition industry up to date;
- Competent in the use of all Microsoft Office packages - knowledge of Sales CRM systems preferable (Salesforce, Zoho, Hubspot etc)
HYBRID ROLE - 37.5 hours per week, normally between the hours of 9.00am and 5.30pm, Monday to Friday. It may occasionally be necessary for the KAM to attend client events at weekends.
£50k - £60k base depending on experience
+market leading bonus
+uncapped commission
+great benefits