Business Development Manager
The Market Development BDM role is a hugely important position within the overall Business Intelligence acquisition structure. The individual in this role will be part of a team that forms the foundation upon which our entire acquisition strategy is built. They will be passionate about delivering a best-in-class consultative service for our clients and position themselves as thought leaders to a target market of clients who will be relatively new to working with, or have had limited experience working with, public sector buyers. They will form part of a team selling primarily our existing Tracker and DCI BI Solutions, as well as value-adds such as entry level PASS options.
Market Development BDM Responsibilities:
- Achieve agreed monthly, quarterly, and annual revenue targets and KPI’s
- Competent understanding of consultative, gap selling methodology
- Identify, qualify, engage, and acquire prospective clients based on a clear understanding of their needs
- Contributing to revenue growth by cross-selling associated products, events, or solutions
- Hosting online meetings with various stakeholders to present BI Solutions based on their desired outcomes
- Understand and utilise CRM tools such as Salesforce to track all pertinent account information and sales progress
- Deliver revenue in a linear manner in line with agreed targets
- Present linear forecasting (within agreed parameters) via CRM, supported by anecdotal evidence, to line manager
- Develop a thorough understanding of BIP’s competitive environment, including knowledge of competing product offerings
- Ability to work in a complex, cross-functional team environment, managing dependencies and mitigating risks
- High attention to detail and the management of multiple, competing priorities simultaneously
- Sound business judgment and proven ability to influence internal and external stakeholders
- Creative, has initiative, and can constructively advocate on behalf of the customer
- Working towards weekly KPI’s and monthly targets; both individually and as a team
Skills & Experience
- Minimum three-years of experience in a sales acquisition and account management role preferably in IT or SaaS industry
- Competent understanding of consultative, gap selling methodology
- Demonstrated success in exceeding sales targets using a consultative, solutions-focused approach
- Demonstrated ability to translate customer needs into business and product requirements
- Proven ability to successfully influence at all levels within an organisation
- Experience in using CRM systems, preferably Salesforce
- Intermediate to advanced Microsoft Office skills (Word, Excel, Power Point and Outlook)
- Outstanding verbal, written and digital communications skills
- Strategic thinker with problems solving skills
- Strong negotiating skills
- Strong written skills and the ability to prepare and deliver business proposals
- Previously worked towards targets and KPI’s in highly competitive environments
- Ability to work in a collaborative manner with stakeholders where product or solution specific support is required