The primary role of the BDM is to prospect for new clients by networking, cold calling, advertising or other means of generating interest from potential clients. They must then plan persuasive approaches and pitches that will convince potential clients to do business with the Company. They must develop a rapport with new clients and set targets for sales and provide support that will continually improve the relationship.
They may are also be required to grow and retain accounts by presenting new solutions and services to clients. BDMs work with mid and senior level management, marketing, and technical staff. He/she may manage the activities of others responsible for developing business for the company.
Strategic planning is a key part of this job description, since it is the business manager’s responsibility to develop the pipeline of new business coming in to the company. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors.
New Business Development:
Prospect for potential new clients and turn this into increased business.
Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities.
Meet potential clients by growing, maintaining, and leveraging your network.
Identify potential clients, and the decision makers within the client organisation.
Research and build relationships with new clients.
Set up meetings between client decision makers and company’s practice leaders/Principals.
Plan approaches and pitches.
Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives
Participate in pricing the solution/service.
Handle objections by clarifying, emphasising agreements and working through differences to a positive conclusion.
Use a variety of styles to persuade or negotiate appropriately.
Present an image that mirrors that of the client.
Present new products and services and enhance existing relationships.
Work with technical staff and other internal colleagues to meet customer needs.
Arrange and participate in internal and external client debriefs.
Business Development Planning:
Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
Management and Research:
Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
Track and record activity on accounts and help to close deals to meet these targets.
Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
Research and develop a thorough understanding of the company’s people and capabilities.
Understand the company’s goal and purpose so that will continual to enhance the company’s performance.
At all times work in a way that demonstrates the company’s business methods.
To listen to and relay market intelligence.
Maintain high standards in terms of personal appearance conduct and respect of company property.
Key working relationships:
Chief Commercial Officer
Product and Marketing Team
Pre-Sales Support Team
Person Specification (Qualifications, experience, skills, personal attributes required to do this role):
Identification of Customer Needs and Challenges
Meeting Sales Goals
Ability to set and manage priorities judiciously.
Excellent interpersonal, written and oral communication skills.
Exceptionally self-motivated and directed.
Employee working hours and benefits:
Working hours: Your weekly hours are 37.5 per week with a 1-hour unpaid lunch break, some degree of flexible working.
Holidays: The basic entitlement shall be 22 days per annum (pro rate for part time staff). You are also entitled to take your birthday off (or closest working day) and will also receive Statutory Bank and Public holidays. For eachperiod worked (January 1st – June 30th and July 1st – December 31st), and provided you have not taken any time off sick, you shall earn 1 further day. Holiday entitlement increases by 1 day for each complete year of service at the start of the holiday year to a maximum of 5 days. You have the option to buy up to a further 5 days additional holiday. Please speak to your manager or a director for more information.
Auto Enrolment on Company Pension Scheme
BUPA Wellbeing Health Expenses (Level 2)
Death in Service
Share Option Scheme
Company Mobile Phone and Company Laptop (if required)
Employee Recognition Scheme
Weekly yoga sessions
Weekly fruit deliveries
Free coffee, tea and associated elements (coffee machine)
‘The Nest’: which includes foosball table, Xbox and reading corner.