Description
Purpose
The Business Development Manager is responsible for driving business
growth within the company, developing a network of contacts to attract new
clients, research new market opportunities and oversee growth projects,
making sales projections and forecasting revenue, in line with projected
income.
Accountabilities
- Assess market trends, future developments, and opportunities
- Identify development opportunities and agree a strategy with the Head of Business
Development, in line with the Market Sector Strategy - Assist the Business Functions in producing information for proposal submissions
and PQQs - Advise the Head of Business Development of potential alliances, Joint Ventures, and
Acquisitions - Assist the Head of Business Development regarding operational matters
- Produce a weekly BD update report and support in updates during the monthly BD
Meeting - Support the BD Function in its delivery of company KPIs
Competencies
- Able to identify laws affecting selling in an organisation (internal/external)
- Understand and operate to company ethics policies and standards
- Understand benefits of selling ethically
- Initiate marketing plans (mission, audit/analysis, objectives, strategies, tactics,
implementation, control) - Able to conduct market research using a range of methods
- Can identify the features and benefits of our services and USPs
- Able to identify channels or routes to market to promote our business
- Able to identify client needs and wants
- Understands client buyer decision-making process
- Able to identify influences motivating the client
- Can collect and use information to develop a sales forecast and pipeline
- Able to monitor actual performance against forecast sales
- Understands and monitors their own KPI targets
- Understands factors that can cause variances to sales targets
- Able to determine the purpose of the client meeting and desired outcomes
- Able to plan for a client meeting, identifying amount of time required, diarise date,
venue, and time. Plan route. Research client and plan resources needed (Promotion
materials, PowerPoints, other documents, references etc.) - Understands customer’s needs, wants and expectations; competitor comparisons USPs; consider standard and unusual objections; questioning techniques to probe
needs and wants in relation to objections - Able to identify customer requirements through open and probing questions, active
listening, body language - Able to identify additional needs, take opportunity to up-sell / cross-sell
- In-depth knowledge of services and how to use knowledge when answering
objections. Valid and invalid objections - Able to identify potential trade-offs that will be mutually beneficial to the customer
and to own organisation - Able to confidently present to clients at all levels
- Set objectives for the presentation ensuring they reflect client needs and interests
- Evaluate the presentation to identify lessons learnt which can be applied to future
presentations - Able to understand and work with various contract forms (NEC, IChemE etc.)
- Able to negotiate potential project contracts
- Able to identify any potential contractual issues that could prevent the Client progressing
- Able to explore issues with the client to identify and prioritise concerns
- Able to prioritise clients and project lists based on potential revenue and project
scope. Methods for estimating maximum and minimum returns, and potential value
and probability - Able to seek out opportunities that fit with the business strategy (short/medium/long
term) - Ability to Key Account Manage (KAM)
- Use of the Salesforce CRM system
Key Indicators/Requirements
- Achievement of Key Performance Indicators and Service Level Agreements, as set by your line manager from time-to-time;
- Satisfied clients, both internal and/or external
- Timely completion of work
- Quality of work
- Adherence to relevant processes, procedures, and Policies
- Professionalism
- Integrity
- Trust
- Team Spirit
Commercial & Risk
- Inform project manager / line manager of potential risks identified in a timely manner
- Work within allocated CTR or allocated hours where applicable
- Demonstrate clear understating of relevant commercial and budgetary landscape
- Work to agreed plans, using initiative to identify improvements/savings
- Function as an ambassador for the Company, always presenting the right image to
existing and potential clients - To attend meetings and forums, representing the Company
- Forge links and establish communication with relevant colleagues and other
stakeholders
Health, Safety, Environment & Quality
- Inform line/project manager of potential project risks identified in a timely manner
- Working within the Company’s ISO9001:2008 quality systems
- Responsible for own safety at work
- Consideration to be given to others in working environment
- Adhere to Company and client health and safety procedures
- Comply with – and work to - relevant procedures, policies, processes, and standards,
Business Development Manager - Job Description and Person Specification
to meet the required level of quality in all outputs - Zero non-conformances to all Company, client, and project specific quality and safety
plans - Adherence to PPE requirements, where applicable
Technical Requirements
- Keep up to date with latest industry and functional standards, technology, and norms
- Be familiar with all relevant systems
- A good understanding of the availability and use of all relevant electronic tools and
software - Full awareness and understanding of relevant legislation and standards, and their
practical application - Awareness and understanding of all relevant Company Policies, processes, and
procedures
If you feel you have the experience, qualifications and requirements then APPLY NOW for further details.
