Senior Business Development Manager – IT Hardware/AV
Location: Bracknell/Field Based
Salary: Competitive Package including OTE and Car Allowance
My client, based near Bracknell, is seeking a Senior Business Development Manager to join their team. This is a field-based role, and the main responsibilities are to proactively maximize profitable sales growth by acquiring new business and maintaining current business to increase my client's market share and revenue opportunities at every possible touchpoint. You will need excellent in-depth knowledge of selling IT/hardware equipment, including AV sales.
Responsibilities
1. Exceed personal and team sales targets within new, existing, and lapsed top revenue-generating Large End User Accounts.
2. Maintain regular visits with key channel partners related to your sales area with the aim of qualified lead generation.
3. Proactively manage a pipeline of qualified leads from various sources, understanding requirements to enable a targeted proposal that will lead to the point of purchase order.
4. Maintain an accurate sales pipeline. Provide data-led, objective, and accurate forecasting.
5. Maximize the contract value of all sales engagements, using the company product pricing policy.
6. Ensure the CRM system is always updated with all supporting information and quotations and provide a personal 3-month rolling forecast each week to the Sales Manager.
7. Provide longer-term, team-wide pipeline forecast monthly to Sales Manager.
8. Prepare, arrange, and carry out high-quality on-brand presentations to new and existing customers.
9. Arrange and carry out product demonstrations, training, and attendance or managing exhibitions or events as required.
10. Compile and present the whole sales team plan at quarterly reviews with Senior Management.
11. Support own sales team as required to ensure the whole team target is achieved.
12. Collaborate with the wider Business Support and Customer Service teams, bridging the gap between customer, delivery, and service, ensuring that the delivery team has the information required for timely deliveries.
13. Work with the Sales Development Team and use your insight and knowledge to build up a list of targeted prospective customers via industry news, LinkedIn, and other networking/lead generating opportunities.
14. Achieve assigned KPIs such as customer meetings, call/email targets, pitches, and price proposals.
15. Contribute and collaborate on ideas, opportunities, market strategy, and blockers as part of the sales & marketing team and the wider group.
16. Work proactively with the sales team to exceed team and group sales targets along with your own.
17. Keep up-to-date, accurate records of your activity so we can track activity against revenue performance.
18. Report any feedback from customers which may help guide the company’s business strategy.
19. Perform always in line with the Company’s competencies/values, policies, and procedures.
20. Undertake any other duties reasonable to the job level as deemed appropriate by the Company.
Skills, Knowledge, and Experience
1. A proven in-depth demonstrable track record of success within a new business development role in IT/hardware with experience of working as part of an AV business.
2. Substantial experience in selling into one of the Company’s defined verticals.
3. Demonstrates a natural product mindset, offering value-add customer solutions.
4. Commercially minded, able to articulate and present solutions that demonstrate a clear value.
5. Demonstrates a customer-first approach and is proactive and professional in resolving any challenge that they are faced with.
6. Logical, organized, and flexible when needed, excellent at multi-tasking, able to plan and structure their day to achieve sales targets/objectives/KPIs/customer requirements.
7. Skilled confident presenter, able to adapt approach to suit a wide-ranging customer audience.
8. Proactive with a positive attitude and a strong team player.
9. Strong negotiation skills, responsive and creative in delivery. Can negotiate and influence at all levels and builds credible external networks.
10. Works well under pressure, able to make good judgments, decisions, and meet conflicting deadlines.
11. Self-aware with the ability to actively listen, adjust, and ask relevant questions.
12. Keeps on top of industry developments and trends and shares knowledge with wider teams.
13. Resilient and tenacious, able to work at pace and adapt to change.
14. High attention to detail and level of accuracy.
15. Hands-on experience with CRM software (MS Dynamics currently in use).
16. Must hold a clean valid driving license.
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