Role Description This is a full-time hybrid role as a Business Development Manager - Existing Accounts at Flow Automated Intelligence. The Business Development Manager will be responsible for the acquisition of new business sales through the engagement of existing Flow Automated Intelligence customers.
The role requires a breadth of experience selling services and products to companies within document and content rich environments.
The position will be responsible for the full sales cycle including:
Existing customer mapping;
Prospect identification;
Initial contact
Requirements gathering
Customer quoting/proposal development
Deal closure/customer quote acceptance
Job/project hand-over
Reporting to the Managing Director, the Exiting Customer Business Development Manager will be responsible for the full sales cycle relating to the development of additional business from named existing Flow AI customers.
Key Responsibilities
· Research nominated existing accounts determining customer company structure, departments and key customer contacts
· Research nominated existing account market sector and customer trends and challenges, linking to customer messaging and promotional activity
· Use a variety of channels and methods to make initial contact with identified key customer contacts and department leads
· Develop key customer contact and departmental relationships, understanding challenges, initiatives and current/upcoming projects
· Ensure that key customer contacts and departments are aware of Flow AI’s capabilities
· Keep in continual contact with key customer contacts and departments, refreshing customer aware of Flow AI’s capabilities and ensuring any relevant jobs or projects are passed to Flow
· Actively ask existing key customer contacts for referrals to other relevant internal stakeholders and departments, or where relevant other organisations
· Ensure that all prospect jobs/projects are managed with the customer, from taking of initial brief, to quotation, to take-on of work
· Liaise with internal Flow AI departments and account team to pass on updates on progress and hand-over of any new projects/jobs
· Taking an inquisitive and flexible approach to customer meetings, understanding the drivers, challenges and objectives of both the prospective client contact, their department and their wider organisation
· Taking an initial understanding of the specific solution requirement, including any operational or budgetary customer considerations
· Lead the sales process both internally and with the customer, with a focus on a positive outcome
· Work with the wider Flow AI and approved third parties to develop targeted marketing campaigns, aimed at the promotion and lead generation
· Take ownership of Flow AI specific marketing campaigns, through input into campaign content, monitoring market response and follow-up on any expressions of interest
· Ensure that Flow AI sales reporting requirements are completed in an accurate and timely manner, including keeping the CRM updated with current information, plus ad-hoc sales reports as required
· Proven new business capabilities, ideally in a consultative sales environment.
· Flexible approach between both “Hunter” and “Farmer” style approaches to sales, with experience in similar role.
· Self-starter, able to “roll-sleeves-up” when required
· Able to understand and articulate full scope of business portfolio and articulate in both written & verbal format.
· Technically aware, especially regarding the application of technology to resolve customer challenges.
· Energy and positive work-ethic.
· Able to work collaboratively across internal and customer teams.
Key
Key Competencies
Commercial acumen
Result orientated
Team working
Strong communicator
Problem solving
Time management
Negotiation
Management Competencies
Level
Leading, Developing and Managing People
Problem Solving and Decision Making
Influencing Others
Embracing the need for change
Thinking & Acting Strategically
Planning & Analysis
Performance Management
Employee Experience
Resourcing
Competency
Value Behaviours
Leve
Responsibility
Passion
Customer First
Agility
Family