Your Role
As a Business Development Manager you’ll strategically source, develop and tactically execute a continuous pipeline of new business opportunities, engaging with key stakeholders to win opportunities that will contribute to the long-term growth and profitability of the Company. Successfully manage the generation, nurturing and tracking of qualified leads into the sales process and through to a winning conclusion.
Deliver focused sales and marketing plans/campaigns in conjunction with Marketing that create a sense of urgency and shorten the sales cycle.
Key Responsibilities
- Source, analyse and qualify a strategic pipeline of new and profitable business opportunities, develop proposals and presentations to inform key stakeholders where appropriate
- Maintain a database of prospects and account customer activity utilising the Opportunity Pipeline Tracker (OPT), appropriate tools and systems.
- Prepare and manage a sales budget, and forecast, track and report on KPI targets (e.g. customer visit reports, prospect mapping, strategic plans, gross margin, sales growth, new customers), pipeline and attainment of revenue objectives
- Be accountable for delivering results, achieving and exceeding agreed targets and always strive to improve own performance
- Work closely and network with field sales colleagues and other key stakeholders (e.g. Marketing, Technical) to identify and develop commercial initiatives and secure new business opportunities
- Generate and capitalise on new ideas and opportunities through a high level of activity across multiple channels (e.g. traditional, digital and mobile)
- Quickly and effectively uncover customer requirements, applying a consultative approach and a creative and positive attitude to examine customer needs and goals as well as business risks and potentials in order to reach a mutually beneficial solution
- Confidently promote the Company’s full portfolio of products and capabilities using exceptional active selling skills to maximise each account’s potential through range-selling, cross-selling and value-selling, as well as presenting complex solutions
- Delight customers by delivering exceptional customer service with every interaction
- Prepare and submit formal business tenders and proposals for new commercial opportunities
- Keep ahead of the competition by constantly monitoring industry and competitor trends and developments, bringing fresh ideas forward for new business opportunities and keeping key stakeholders (Sales Manager, Marketing, etc.) informed
- Establish and increase contacts and opportunities by maximising networking opportunities using multiple sources (conferences, events, social media, etc.) to increase awareness of James Walker
- Quickly form positive and productive relationships with colleagues across the business and work closely with key stakeholders (e.g. Internal Sales Team, Marketing) at all stages of the sales process
- Continually learn and update personal knowledge by actively participating in learning events, researching, reading professional publications, and participate in both internal and external-led workshops and associated events.
About you
Preferred Skill & Experience
- Track record of winning new business in an technical/engineering-related environment
- Project Management experience
- CRM (or equivalent) experience
- Ability to demonstrate an excellent working knowledge of James Walker, its products and how they fit within various industry sectors (e.g. O-Rings in valve applications, Hydraulic Seals within manufacturing presses)
- Contractual exposure within a sales role, with an understanding of terms and conditions
Essential Skill & Experience
- Experience of working in an Oil & Gas sales orientated role with a sound understanding and use of sales strategies and methodology
- Creating sales plans and working with others to drive sales and deliver both sales and profit targets
- Proven track record of winning new business
- Targeting and actively selling in multi-product / complex solution environments
- Experience of addressing ‘technical’ issues whilst working in a ‘sales’ role/environment
- Experience of campaign management
Preferred Qualifications
- Degree qualification or equivalent, preferably in an engineering or technical-related qualification
- Formal recognised sales qualification (or working towards)
Essential Qualifications
- Minimum Math and English qualification (e.g. GCSE, Baccalaureate, US High School Diploma)
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