Business Development Manager

Posted On: 29th March 2022

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


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