Summary of Role:
This is a new business role with a remit to find new customers for Maintel across our entire portfolio. This is a sales role with a remit to engage with Mid-market level companies, offering comprehensive solutions from Maintel’s all encompassing market leading portfolio notably Avaya technologies.
You will need to be relatively independent with a high level of self motivation and drive. We have a plethora of experienced pre-sales and consulting staff to ensure that you are fully supported through the sales cycle.
Your typical day will be meeting with prospects, positioning Maintel and our portfolio ensuring that we are best placed to succeed in being awarded business. You will need to be creative in generating new business opportunities through telemarketing activities, networking and corporate event.
There is a great degree of self development with the key role of directly contributing to the growth of an Top 3 Avaya Platinum partner in the UK.
JOB TITLE: Business Development Manager
REPORTING TO: SME Sales Manager
TO APPLY: Please send your CV to firstname.lastname@example.org
Key Responsibilities & Measures of Success
- Analyse Target Market for Suitable Prospects
With a broad remit to approach multiple sectors, the role will demand good analysis skills to examine market and customer data to establish potential new business prospects.
- Approach Prospects and Create Demand
Both independently and with Marketing support, develop business propositions and approaches specific to identified prospects in order to identify appropriate prospects and decision makers. Meet with prospects and qualify their suitability for further investment of sales time.
- Pipeline and Momentum
Build, manage and maintain a pipeline of sufficient size to consistently achieve sales targets. Ensure that the pipeline is tracked accurately, actively managed and continuous momentum achieved.
- Achieving Order Targets
The role is primarily to find large new customers, so business is unlikely to be consistent on a monthly basis, but there should be sufficient activity to sustain a consistent delivery against annual order targets.
- Managing the sales cycle and coordinating internal resources
Maintain good pipeline and forecast data using the company's systems. Manage the sales cycle and use the supporting resources efficiently and to the maximum benefit of the company.
- Develop and Present Complex Proposals
Present convincing and professional proposals that enable clients to justify provisioning and investing significant budgets in Maintel's portfolio.
- Adherence to process
Comply with company policies and guidelines.
- Negotiate and Close Deals
Within the company's policies and guidelines, present, negotiate and close significant deals.
- 360-degree view
The Contact Centre team consists of three senior sales people who report directly to the Group Sales Director. They are expected to be experienced, independent, self-starters with a desire to close business.
Role-specific Skill & Experience Expectations
- Minimum of 5 years’ sales experience in business to business direct sales.
- Exposure to indirect sales is beneficial.
- Must have experience of new business sales, ideally to have included telephone selling techniques.
- Minimum of 5 years’ experience in the telecommunications sector in a complex solutions selling environment.
General Skill & Experience Expectations
Able to conceive new concepts and develop solution offerings to add value to prospective customers.
Ability to understand complex pricing models and articulate these to prospective customers.
Must be good with numbers and the written word.
Understands how to demonstrate Return on Investment and Total Cost of Ownership.
A structured and methodical approach to selling is essential, with exposure to solution selling being beneficial.
Deal values range from thousands of pounds to over a million. All are valuable to the company, but the philosophy is profitable growth rather than pure top line revenue. Understanding profitability and how to maximise gross margin is essential.
Good analytical skills.
Logical and rational, thinking through problems.
A good tactician, but able to maintain conformance to a long-term strategy.
Knowledge of MS-Office tools essential.
Experience with Salesforce.com will be beneficial, as would any involvement in a project to migrate to Salesforce.com.
High personal standards of doing business.
Systematic, thorough, organised and an organiser.
Persistent and determined, and results-driven.
Commercially savvy with an eye for a deal.
Strong sense of ownership and accountability.
Excellent written and spoken English skills.
SalesForce.Com experience/skills advantageous.