Business Development Manager

The overarching goal of this role is to win new business.  This will involve outbound outreach but also the role will be responsible for picking up all inbound leads too.  You will work closely with the Sales Account Managers to ensure that we are delivering the right level and quality of customers to them.

This role will be working closely with other internal teams/employees to provide class leading sales to potential customers. This will involve all 4 of our business Pillars – IT Support, VoIP & Connectivity, Cabling & Security plus CORE Software.  The role will be engaging and will encompass a wide range of organisational, marketing & sales skills required to improve and create relationships with potential customers.

While the items on this document form the core of the day-to-day role, additional activities maybe requested of you, and therefore a goal-oriented mindset and exceptional organisational skills are required to be a part of this team. As a pro-active member of the team, you would be expected to help in any reasonable request.

Some of the skills we are looking for include: –

• Excellent organisational and multi-tasking skills
• Excellent Time Management
• Good customer service skills
• Good general education
• Proactive approach to sales
• Good accuracy and attention to detail
• Ability to work under strict, and often tight, deadlines.
• A team player with high level of dedication
• Have excellent communication and negotiation skills
• Be customer service orientated.

Communication

• Communicating with the company’s potential customers on a regular basis
• Holding regular calls & meetings with potential customers and where possible, face-to-face
• Communication in writing of the outcomes of all face-to-face meetings and conference calls
• Communication with the Sales Team, to ensure that you understand the preferred customer Avatar for each Pillar
• Communication with the Sales Support team to ensure that quotes, proposals and other documents are issued in a timely fashion to potential customers and potential customers.

Systems & Reporting

• Working with the Sales Support team to ensure that information about potential customers is kept up to date in our systems
• Using the systems to produce reporting on data about your leads and prospects, including potential spending performance and other metrics
• Working with the systems to ensure you are on track with new business sales targets
• Working with Field and Telephone based sales representatives to capture data about leads and prospects.

Specific Duties

• Working with our Marketing Department to ensure that we continue to generate Brand Awareness across all of our Pillars in our chosen Geographic areas and verticals
• Working with our Field and Telephone based sales representatives to develop leads.
• Following the Lead Generation, Lead Progression and Lead Closure processes including scripts.
• Collection of data and improvement of data quality of quick leads, leads and prospects
• Outbound Telephone calls to potential customers at the Lead and Prospect stage of our pipeline, including data capture about the calls.
• Handling of Inbound Telephone calls to the Sales Hotline & the Sales Line where cover is required, including data capture about the calls.
• Working with the Marketing department to ensure that their design and delivery of email marketing campaigns across all Pillars delivers inbound leads to your pipeline.
• Monitoring of competitor behaviours including tracking their customers where possible.
• Management of the Business Development mailbox (and your own)
• Creating proposals alongside the Senior Account Managers and delivering these proposals to customers where appropriate
• Closure of sales to potential customers
• New Customer handover to Account Managers and Support
• Attending regular networking events to represent one or more of the brands / Pillars
• Attending tradeshows and exhibitions to represent the Brand(s)
• Working with the Business Development & Marketing Apprentices to ensure that Quick Leads evolve into data that we can utilise to generate new business.
• Regular face-to-face meetings with potential customers.
• Supervision of trainees and other junior business development staff
• Reporting to the Head of Sales & Marketing regarding the performance of the Business Development function. including managing and delivering on your sales targets and KPIs which will be reviewed annually.
• Reporting to the Head of Sales & Marketing regarding the performance of your direct reports.
• Produce Tangible & Feasible Customer proposals
• Identification of ‘hot prospects’ and the necessary reporting to SLT
• Keeping well-organised files and records of the business activity through internal sales tools i.e. Outlook and the ESP Intranet System (CORE)
• Identify campaigns that have been successful and those that fail and report back to marketing and management.

While the above sections form the core of the day-to-day role, additional activities maybe requested of you, and as a pro-active member of the company you would be expected to help in any reasonable request.

Reporting To

Head of Sales & Marketing

Direct Reports

This role has other members of the Business Development function as direct reports.

Working Closely With

• Other members of the Business Development team
• Head of Sales & Marketing
• Account Managers
• Senior Engineers where unclear if we can support a potential customer
• HR Manager
• Sales Support team
• Other staff as deemed necessary

The ESP Group of companies is an ambitious group.  The intention is to grow the business substantially.  In order to do this, the Business Development function needs to continue to evolve, getting better each year.  With this in mind, our Marketing spend is expected to increase year-on-year in order to continue to increase the inbound leads generated for the Business Development team.  This will create opportunities to develop your skills in different ways.  However the long-term aim of all Business Development Managers could be to eventually become a Senior Business Development Manager – being responsible for other BDM’s.