Business Development Manager - Engineering
Location: UK based (commutable to Bristol & London)
Salary: £60,000 - £80,000 basic + Benefits + Uncapped Commission
The organisation:
Our client are a global leader in water risk intelligence. Established in 2013, the organisation are experts in generating data related to flooding/climate change. They can provide global hazard and catastrophe models showing the risk of flooding and risk scores related to climate change, giving risk management professionals the most scientifically robust tools and intelligence for understanding the climate's effects on water risk.
What you'll be doing:
Due to organisation growth, our client are looking for an experienced Business Development Manager to join their expanding team. Reporting into the Head of Engineering, the Business Development Manager will walk into a warm area that has been developed over the last 12 months with good contracts in place with major players in the market.
It will be up to the Business Development Manager to build upon these existing relationships whilst focusing on bringing in new business opportunities for data and services with global consulting engineering practices across various geographies to achieve sustainable revenue growth.
If you are someone who feels excited about joining a scale-up company, with an amazing culture of collaboration, that also has ambitious growth plans; this is an amazing opportunity for you to put your stamp on that business' expansion into the global consulting engineering market.
Day to Day:
- To build deep relationships across the various technical disciplines and geographies with strategic consulting engineering clients
- To develop new revenue opportunities within existing engineering clients
- To identify and recruit new partners to resell company data into the wider global engineering market
- To manage marketing qualified inbound leads and convert to revenue.
- Input into the development and execution of the Consulting Engineering go to market plan, working closely with stakeholders.
- Work alongside the Product team to provide feedback on issues related to current products and provide insight for new product development.
- Create compelling technical presentations and documents to demonstrate the benefits of the organisations data and services.
- Provide accurately and timely management information: KPI's, lead activity and revenue forecasts.
About you:
The ideal candidate will have a strong background and successful track record of selling spatial data, risk solutions or services into the Engineering sector. Working independently as well as part of a team, the Business Development Manager will show versatility and flexibility, being a 'Hunter' by character, able to hunt for new opportunities, prospects, and accounts with ease.
A technical understanding of engineering, how projects work and how data can be put into context throughout projects is essential to allow the Business Development Manager to build deep, credible relationships across the various technical disciplines and geographies with strategic consulting engineering clients.
With impeccable communication, influencing and negotiation skills, the Business Development Manager will be able to gain credibility at all levels in an organisation using a consultative approach to covert leads into revenue.
What are the requirements?
- Solid experience of managing a 360 sales process from lead generation through to close, with a proven track record in sales and new business development (supported by revenue numbers) and a consistent history of delivering against targets
- Previous experience of selling SaaS/DaaS or spatial data into the consulting engineering sector at senior level is essential
- A good understanding of Catastrophe (CAT) modelling, risk management processes and flooding/climate change would be highly desirable
- Demonstrable experience of developing and managing client relationships; with multiple stakeholders in multinational organisations; successfully cross-selling with other team members to client stakeholders.
- Experience of managing large, long sales cycle and high consideration deals with multiple decision makers through the pipeline
- Successful history of new business sales, with the ability to prove consistent delivery against targets
- Hybrid experience of winning new business and successful account management of current clients' needs
- Experience of working with partners to co-sell into this sector.
- Highly adept at using CRM and sales automation tools (Salesforce, LinkedIn, 4Sales, Navigator and Hubspot)
- Ideally degree level education in a relevant field