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