POSITION PROFILE SENIOR BUSINESS DEVELOPMENT MANAGER

Transcription

1 POSITION PROFILE SENIOR BUSINESS DEVELOPMENT MANAGER 1. Position Description A) Scope of Position Job Title Reports to Key Interfaces Internal External Purpose of Role Senior Business Development Manager Head of Client Partnership Day to day support from Marketing Assistant, Head of Marketing, Client Services Manager, and Finance and Admin Team. Collaboration with wider Sales Team Client Partners, Head of Client Partnership and Commercial Director. Interface with 4 Heads of Practice, Resourcing and Delivery Team across our four Practices (Outplacement, Talent & Organisation Design, Recruitment and HR Services). Predominantly with new business prospects or new prospects within existing, plus relationship development with existing key. Sales interactions will be across a variety of sectors and across all of our product and service lines, with particular focus on high revenue projects and larger organisations (B2B) and, to a lesser degree, senior executive Outplacement self-funding individuals (B2C). Despite our wide range of capabilities, 5 years ago, Connor was predominantly known as an Outplacement provider because we had built an enviable reputation in this area at a time when the market was ripe for something unique, like our offering. We now have 4 established practices covering the length and breadth of HR and people issues faced by any size of business. Thanks to the industry-leading talent we have brought on board, we are regularly competing against the big boys in the HR and consulting sectors and winning delivering award-nominated leadership development programmes and large-scale Emergency HR projects that are seeing us work internationally and providing a critical extension to FTSE 250 companies own HR functions. Our success means that we regularly reinvest in our team and our next critical investment is in additional Sales talent. We have set ourselves an aggressive growth target for the next 2-5 years one which we need your help to achieve. Much of our business has historically come from referrals, but our increased attention on Marketing over the last 2 years has been highly successful and shined a spotlight on the fact that our main challenge to finding new revenue opportunities is simply our ability to get out and tell people about what we do. This is where you come in.

2 The main purposes of this role are to; Focus 65% of role on new business generation and 35% on account development (as is the nature of any business, this may flex based on business needs) Proactively self-generate new business leads through targeted networking and discrete campaigns Convert qualified new business leads from Marketing for high revenue and strategic opportunities Generate and respond to tenders for large projects Protect and grow revenue in a small portfolio of existing key and high potential Expand our relationships and presence in newly acquired and existing, selling across our breadth of services across all four Practices Take us up the value chain, to get us on the pitch for large scale, high revenue, strategic projects Develop peer-level relationships with HR and other business leaders in order to generate and convert Demonstrate good sales administration practice at all times from customer records to pipeline tracking Optimise margins against targets Meet or exceed all revenue targets and KPIs B) Key Responsibilities Responsibility Area 1 New business revenue generation 2 Account Management of named portfolio of Customer Accounts Responsibility Description 1. Be the lead new business generator within the sales team, targeting prospects that are likely to bring us large and high revenue-generating projects 2. Create and execute a new business strategy (including discrete campaigns and networking) to win new customer 3. Generate new business revenue by following decision makers into new companies, seeking referrals and networking 4. Covert qualified leads from Marketing and respond to tenders. This may include both large B2B sales opportunities across all service lines and, to a lesser degree, B2C sales from senior executive self-funding Outplacement individuals 5. Retain new and execute a plan to continue nurturing and growing them. 6. Provide cover for Commercial Director 1. Be the commercial lead within small portfolio of existing key 2. Become a known person across your account base, building our reputation for being a client-focused, highly skilled partner organisation 3. Proactively generate and close new sales opportunities within Accounts 4. Generate opportunities to cross-sell services across our four Practices and connect decision makers to our in-house experts 5. Work with Marketing and the wider Sales Team to deliver planned, high value communication and revenue-generating campaigns to Customers

3 6. Take us up the value chain in, building relationships with decision makers sideways and upwards 7. Spot opportunities to reach contractual agreement with Existing Customers for a regular pattern of work and spend 8. Review and increase fee-levels 9. Develop comprehensive account plans for high potential 3 Drive incremental revenue in the Recruitment, Talent & Organisation Development and HR Services Practices in Existing Customer Accounts 4 Sales process and administration As it is our longest-established and largest practice, many of our clients have only bought Outplacement from us. Therefore, you will be tasked with: 1. Identifying where Customers have only purchased Outplacement services and could be prospects for our other services 2. Proactively generate and close incremental revenue opportunities for our other three Practices 3. Work with Heads of Practice to expand our cross-practice presence in Customer Accounts 1. Ensure signed agreements are in place with Customers (with support from Finance Director) 2. Ensure Finance Team have everything they need in order to successfully invoice for the right figure at the right time. Includes securing Purchase Orders for agreed work, before commencement 3. Keep sales pipeline up to date on a daily-basis 4. Meet margin targets on all sales, unless specifically agreed otherwise with Finance Director and/or Commercial Director 5. Ensure all client communications and activities are captured on the CRM system C) The Resources at your disposal All of the business is aligned right behind you to help you be successful. Fraser (Commercial Director) can support you with extensive knowledge of our competitive edge and what it takes for us to win work Julia (Head of Client Partnership) can help you identify where there is growth potential and share her experience of what it takes to protect and expand Customer Accounts, and provide coaching across the whole sales process Sam (Client Partner) can support you with your campaigns Kate, Sue and Sarah (Heads of Practice) can help you with technical knowledge Graham (Head of Marketing) can support you with campaigns and sales collateral David and Rhiannon (Client Services) will assist you to deliver an exceptional client experience Richard (Head of Finance) can support you with complex pricing and agreements Jed (Finance and Data Analyst) can support you with commercial and Customer Account Data Izzy (Marketing and Sales Support) can support you to prepare for sales meetings Paul (Managing Director) also has a wealth of expertise you can (and should) tap into We have a delivery team of c70 people across our four Practices, ready and waiting to deliver what is sold With you, that s quite some team!

4 2. Person Specification A. Formal Education and Training You will have had formal sales training and will be able to demonstrate working knowledge of sales and/or account development methodology. B. Experience Mandatory Experience A true sales professional, with a track record of business to business (B2B) sales experience Sold at Director/C-level Experience of successfully responding to tenders and navigating procurement processes Demonstrable experience of self-generating and closing new business opportunities Sold to HR and/or Learning & Development professionals or have an HR background Sold services, not just products Key account management experience Must have been client-facing, not remote Sold ticket items of 50K+ Proven track record of successful achievement against sales targets and sales peers Proven track record of creating your own momentum, i.e. you have created a sales stream where one did not exist before Worked in a fast-changing environment and handled ambiguity Worked in a sales-driven organisation Stable employment history. Must not be a job hopper. C. Other key skills, attributes and requirements Must have thick skin and tenacity A wolf in sheep s clothing, i.e. can mask their assertiveness with non-sales folk (style versatility) Thrives on pressure and responsibility Takes personal accountability and pride in their work Seen as a peer to senior HR folk and business leaders, both in seniority and demeanour/style Willing and able to contribute to and develop best sales practice within Connor Strong verbal and written communication skills, with a clear logic and flow Excellent listening skills

5 Must be local enough to Henley-on-Thames to have regular presence in the office, for Sales Meetings and connections with the wider team Empathy for and understanding of a small-medium business environment both the demands and opportunities that this environment delivers Strong culture fit - team player but unquestionably works on own steam, ambitious, flexible, open, adaptable and values-driven On the way up - attracted by growth and promotional opportunities, particularly in terms of sales leadership Attractions - The Company Established in 1992 the company is dynamic, profitable and cash positive The company has money set aside to invest in the next phase of its growth The company has four practices (HR Services, Outplacement and Talent & Organisation Development) The company is stable, profitable and committed to growth We work in a custom built barn conversion that has the wow factor with high ceilings and great feel which we are proud to showcase to our clients The team is focused and energetic with a positive mentality of providing superior solutions to our clients We donate 10% of our profits to charities with our nominated charity being Alexander Devine Hospice that provides end of life care to children based in the Berkshire area We have the reputation in the marketplace for being high-touch and personal, with deep subject-matter expertise The company is flexible, dynamic, ambitions and innovative We are a high performing team with family values. Attractions - The Job We can t achieve our growth targets without you, that s how pivotal this role is The potential is huge. The market needs us and our services are in demand. All we need now is you. This role has the potential to be a career defining one for you. Succession planning is a key item on our regular Board agenda so we are looking for people who are ambitious and keen to progress up the sales ladder. There is, undoubtedly the opportunity to move into a Head of Sales role in the next 2-3 years. You will be a big player in a smaller company with the ability to make a real difference The opportunity to take new services to market and work with a variety of large organisations There is little bureaucracy so your great ideas can easily be implemented There is a highly professional and experienced team of people aligned with you to support you in being successful Uncapped OTE