Business Development Manager
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Business Development Manager

Salary:

Company: WWR

Closing Date: September 30, 2020

Job Purpose

To support the achievement of business objectives by being responsible for business development and new business revenue.

This includes lead generation, proposal creation and closing new revenue from our target client types.

This role requires a commercial, professional and hungry approach to generating new revenue, while at the same time ensuring that all sales activities are best for business and aligned to the WWR service offering.

Main Responsibilities

  • Have a constantly good understanding of WWR’s service offering and be able to talk to prospects and all external stakeholders about our products and services in a way which is professional and engaging
  • Be responsible for identifying and farming all ‘Gold’ categorised prospects, plus creating high quality proposals (with appropriate fee structures) that will lead to booked revenue
  • Be responsible for the WWR revenue target (outside of Corporates)
  • Manage the sales pipeline and have a good understanding of the required funnel from new leads to closed revenue
  • Be responsible for lead generation and source the relevant influencers and decision makers in target organisations
  • Use all appropriate platforms to engage with prospective customers, including Linked In, email and cold-calling
  • Meet with prospective customers/clients either face to face or virtually
  • Through actively listening to the needs of your customer, create compelling needs-based proposals which make clear how the WWR offering is different
  • Working with the Client Implementation Manager, act as the voice of our prospects and input into WWR’s sales collateral – ensuring that we have a range of high quality sales materials in place, across multiple formats, to appropriately represent our service offering (and WWR’s values)
  • Collaborate with the HR delivery team in order to ensure that the WWR HR service offering is married appropriately with what and how you are selling it
  • Working with the Marketing team/Commercial Director, contribute to WWR’s marketing plan and advise on where/who we should be targeting based on lead generation activities
  • Keep abreast of general trends in the business world, competitor trends and key HR legislation changes. Ensure that our sales process and pitches reflect this intelligence
  • CRM system – act as a Superuser of the sales CRM system and ensure that client and prospect records are consistently and regularly updated to provide maximum transparency to the wider business
  • Client handover – working with the Client Implementation Manager, conduct a thorough handover of all new clients/new business. Ensuring that the handover from Sales to HR delivery is seamless, with the client relationship prioritised at all times
  • Attend networking events as appropriate to the prospect base and ensure that the business case for attending is robust

This list is a summary of the main accountabilities of this role and is not exhaustive. The role holder may be required to undertake other reasonable duties from time to time.

Accountability Areas

  • Lead generation – volume of qualified leads
  • Sales revenue
  • Client relationships and feedback
  • Internal relationships and feedback
  • CRM system accuracy

Required Knowledge and Skills for this job

  • Be an excellent active listener
  • Previous Sales/business development experience, ideally in a Professional Services background
  • Experience of hunting and farming of new leads
  • An understanding of the sales funnel and the relationship between pipeline to closed revenue
  • Experience of using Sales CRM systems
  • Strong writing and editing skills – across multiple platforms
  • Knowledge of competitors and the industry to enable the delivery of strategic, competitive proposals which make clear why prospects should pick WWR
  • Flexible in approach to be able to meet the needs of a fast-paced, growing business
  • Commercially experienced with an ability to manage relationships with external stakeholders, prospects and clients at a variety of levels
  • Ability to deal tactfully and diplomatically and maintain confidentiality with internal and external stakeholders to deliver solutions
  • High attention to detail and quality of delivery
  • Proactive in approach
  • A strong communicator, with an ability to manage expectations – both internally and externally
  • Happy to take ownership and be accountable
  • Able to think ahead and forward plan to ensure that delivery is on time and to a high standard
  • Gives confidence to clients and internal stakeholders alike through clarity and conviction
  • Strong IT and numeracy skills, with experience in using Microsoft Word, Excel, PowerPoint and Outlook

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