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About The Role
We are actively building diverse teams and welcome applications from everyone.
Role: Flow AI Business Development Manager
Location: Birmingham (SCC operate hybrid working, which comprises of a mix of office and home working)
Contract Type: Permanent
Salary Package: £35,000 plus large company benefits, company car, bonus, a broad flexible benefits scheme, and 2 paid-for volunteering days a year
Hours: 9.00 am - 5.30 pm Monday - Friday
Interview Process: 2-stage process
Why SCC?
* An inclusive workplace
* Excellent package: solid basic and company benefits
* Hybrid working & core hours in line with role requirements
* Career development and life-long learning opportunities
* Opportunity to join Europe's largest privately-owned IT Company
Role purpose:
The Business Development Manager will be responsible for the acquisition of direct new business sales to new logo customers.
The role requires a breadth of experience selling high value, complex solutions to companies within document and content rich environments (across both the public and private sector, including in the first instance the Legal and Financial Services verticals).
The position will be responsible for the full sales cycle, from prospect identification, initial contact, solution development and presentation, through to contract closure.
Key responsibilities:
* Identification and initial contact of customer suspects, based on the vertical market strategy provided by the company, with the primary focus on new logo organisations not yet engaged with Flow AI.
* Articulating the full remit of Flow AI's services to new customers, with particular attention to matching the customer's challenges and objectives to the wider company solution stack.
* 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.
* Communication of the output from the initial customer engagement to both qualify the validity of the opportunity, plus also to articulate the requirements to the wider Flow AI team.
* Engage with the Flow AI team, plus other internal stakeholders, to support on the development of customer solutions. Ensuring strong win themes are developed linked to customer objectives, to better enable success.
* Lead the sales process both internally and with the customer, with a focus on a positive outcome.
* Lead and contribute to the development of customer proposal and presentation documents, ensuring that all customer facing documents are professional, in-line with the Company brand, and targeted at the requirements of the client.
* Lead customer meetings with the support of wider Flow AI team, whether initial customer engagements through to proposal presentations.
* Lead with the identification and response to formal RFPs received by Flow AI, from identification, engaging with the wider business teams for support, through to submission. Ensuring all responses focus on the customer scoring criteria and developing the Flow AI response to provide a positive differentiator to the competition.
* Support the development of customer pricing proposals through both the use of pre-defined pricing models, or through the development of bespoke commercial models created in conjunction with the wider Flow AI team.
* Ensure that all customer pricing is approved prior to submission to the customer, with margins in line with the Flow AI Pricing Policy.
* Responsibility for opportunity closure, with the basis of all customer decisions capture and used to support the evolution of the longer term Flow AI sales policy.
* 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.
* Undertake cold-calling of new business prospects, navigating through the customer organisation to identify and develop a relationship the relevant stakeholders for the Flow AI services portfolio.
* Provide customer pricing quotes in a timely manner, and where appropriate negotiating job quotes directly with the end-user, within the boundaries of the company pricing policy.
* 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.
Skills and experience:
* Proven new business capabilities, ideally in a consultative sales environment.
* "Hunter" style approach to sales, with experience in similar role.
* 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.
About Us
SCC is Europe's largest privately-owned IT business, based out of the new £7m HQ office in Birmingham and we help clients succeed through IT transformation and exceptional customer experiences. We are a business where innovation is greater as we combine unique ideas, people and disciplines. We are a global company that is passionate about IT and where we look to simplify the complex.
We are an equal opportunities employer
SCC is committed to providing equal opportunities and a proactive and inclusive approach to equality and diversity in employment. No applicant or employee will be treated less favourably than another on the grounds of a protected characteristic which are defined as sex, sexual orientation, age, disability, gender reassignment, trade union membership or non-membership, marriage and civil partnership, pregnancy and maternity, race and religion or belief.
If you are selected for interview, and need any reasonable adjustments made for your interview, please let the SCC Talent Acquisition team know, at the point of scheduling.
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