o PURPOSE
Regional Business Development Manager is key to further grow the new client segments as well as existing client, ensuring diversification of our customer base. The RBDM’s role is to define and implement account/sales plans that develop and grow new and existing client relationships and opportunities for A&O IT service offerings, in order to secure profitable expansion to lines of business across specific key clients.
KEY RESPONSIBILITES
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o PURPOSE
Regional Business Development Manager is key to further grow the new client segments as well as existing client, ensuring diversification of our customer base. The RBDM’s role is to define and implement account/sales plans that develop and grow new and existing client relationships and opportunities for A&O IT service offerings, in order to secure profitable expansion to lines of business across specific key clients.
KEY RESPONSIBILITES
• Develop a good level of understanding of A&O IT, the core service offerings and capabilities and specifically its value propositions in order to be able to accurately represent the business with prospects and clients and to solicit appropriate needs and wants on which to build a compelling client proposition
• Actively seek out new Multi-Site, Multi-Country and Multi-Regional sales opportunities and potential new markets through cold calling, networking and social media
• Conducting market research to identify opportunities, understand and evaluate customer needs
• To establish and build effective long-term professional relationships at all levels in your client’s organisations
• Work as part of a virtual team to contribute to and participate in the development and improvement of propositions and offerings
• Construct a detailed Sales Plan to:
o Identify and target growth accounts
o Establish a balanced pipeline of qualified sales opportunities in line with the Company’s qualification criteria and shape determined by the sales plan
o Identify opportunities through on-site A&O IT teams
o Identify any personal development requirements to achieve the targets
• Produce a detailed Account Plan for all accounts to identify:
o Client’s Key Priorities: What are the goals and objectives that the client is looking to achieve?
o Client’s Key Initiatives: What are the primary strategies that the client is applying, or looking to apply, to meet their goals and objectives?
o Client’s Key People: Who are the main decision makers and influencers within the client’s business?
o Revenue Stream: Identify discrete sources of potential revenue from the client that you can isolate.
o Estimated Annual Revenue: Against each potential revenue stream, estimate how much revenue you’ll be able to generate directly from that stream.
o Our Value Proposition: Define what value your organisation can bring to the client that will enable them to meet their objectives in the area of business relating to the revenue stream in question.
o Account Targets & Action Plans to achieve the target.
• Lead the Regional Quarterly Business Review (QBR) Process:
o Work closely with Operations & Delivery to shape the QBR process
o Use the QBR as a strategic vehicle to cross sell and upsell into other areas of the business
o When exceeding expectations, use the QBR to ask for references either inside the account or for new business
• Consistent achievement of key performance indicators
• Comply with the Company’s bid and sales pursuit policies ensuring accurate completion of key sales management framework supporting tools
• Input and maintenance of all key client, contact, opportunity, activity, notes and forecast information on CRM ( Salesforce)
• Lead and manage key sales campaigns as agreed through formal sales pursuit reviews
• Preparation of bid responses, quotes and contracts in conjunction with appropriate team
• Ensure formal business processes are adhered to and that all statements of works and supporting sales documentation is completed accurately and in a timely manner
• Maintain current market knowledge and intelligence
KEY MEASURES OF PERFORMANCE
• Achievement of Sales Target (Specified on an annual basis )
• Profile of business vs. specific target measures
• Future pipeline of business (factored for probability)
ESSENTIAL SKILLS & QUALIFICATIONS
• Expected to bring substantial market experience, current knowledge and be quickly able to identify and prioritise key target accounts and commence a rapid engagement with these prospects
• Proven Sales experience in IT industry and associated solution sales into the end-user market
• Gravitas and experience of selling to Senior Management, IT Director and CxO levels within an organisation and an understanding of the different approaches required to address each
• Demonstrable success in identifying, targeting and capturing new client accounts
• Ability to create clear account plans
• Commercial awareness and appreciation of business fundamentals
• Able to present convincingly to customers over the telephone and face to face
• Ability to manage complex customer engagements to ensure that the value of the A&O IT proposition is positioned correctly to meet the client’s needs.
• Strong negotiation skills
• Excellent communication skills including oral and written
• Ability to build strong and long-term relationships both internally and externally
• Self-motivated, enthusiastic and able to work under pressure unsupervised
• Organised, able to manage time effectively and prioritise tasks
• Action orientated and a self-starter
• Excellent Sales Skills -qualifying, quantifying and closing deals
• Good software knowledge of MS Word, Excel and PowerPoint
DESIRABLE
• Experience of using Sales Force – CRM tool
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