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Business Development Manager - Cambridgeshire

£35-£40K + Car allowance + Bonus - Utilities
Ref: 534 Date Posted: Friday 22 Jun 2018
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Job Title: Business Development Manager

Salary Band: £35k - £40k Location: Field Based

 

Key Purpose of Job

Acquire new water, wastewater and trade effluent customers in the English and Scottish water markets. Demonstrate proven business development skills through effective prospecting and sales techniques to encourage end customers to contract with the business, either directly or through a third party intermediary (TPI). Ensure successful tenders are communicated to the wider team (notably onboarding and account management) and progress a smooth transfer for the customer. Maintain communication to the team through reporting and usual communication channels on current and future activity.

Performance will be measured in many ways, including:

  • Performance against sales targets for new water retail business;
  • Performance against sales targets for the sale of value added services
  • Development of the sales pipeline through the identification, development and bidding of new tender opportunities;
  • The effective management of the TPI’s; and
  • The smooth transition from successful bid to transfer.

Working closely with the Business Development team and Business Development Team Manager, Finance team and Bid Team, to play a lead role in the development of high quality, competitive and on time customer RFI’s, RFQ’s and tenders for new proactive sales opportunities and end customer tenders.

Work proactively with all business teams to ensure the content of bids is attractive to customers and can be effectively delivered.

Develop a strong working relationship with TPI’s and end customers to encourage competitive opportunities, influence tender specification and maximise company’s conversion rate for tenders.

Develop new opportunities with end customers and proactively work with the Marketing Team on the identification, planning, co-ordination and management of customer promotional events and marketing materials, such as exhibitions, press releases and case studies.

Maintain current and accurate sales pipeline forecasts to ensure suitable resource allocation in the bid, onboarding, billing and account management teams.

Key Accountabilities and Activities

 

Approx % of time

Key Accountability 1

Drive new business retail sales through the sales pipeline by either proactive prospecting or reactive tendering

65%

  • Deliver new business growth in line with agreed targets for retail business.

 

  • Deliver sales of Value Added Services through retail contracts

 

  • Develop new business leads and a strategy for enaging key market sectors

 

  • Proactively contact cold and warm new business leads to engage about changing their water supplies to the company

 

  • Comply with company governance at all times in relation to bids proposed and at contract stage

 

  • Presenting to customers face to face or via conference call to develop future sales

 

  • Work on reactive tenders with the Bid Team to ensure the tender response will give us the best chance to secure the business

 

  • Work with the Finance team to understand the financials of the proposals and discuss changes/options through the tender process through to securing the agreement.

 

  • Negotiate with customers to secure retail agreements. This will be through different service options, T&Cs negotiation, selling the benefits of the company over a “discount only” approach

 

  • Work with the relevant teams to keep an updated pipeline plan to enable Bid, Onboarding and Finance team resource is planned in sufficiently to deliver to external deadlines.

 

  • Working with the Bid Team, attain the necessary internal approvals to enter into agreement for new retail business

 

 

Key Accountability 2

Manage and Grow Key TPI relationships

10%

  • Develop and nurture key TPI relationships to position the company as favourably as possible for future opportunities

 

  • Attain feedback from previous tendering, both positives and negatives of bids so as to maximise future conversion rate of opportunities

 

  • Gain market intelligence from TPIs

 

  • Assess and develop a key TPI strategy and evaluate success rates with each TPI

 

 

Key Accountability 3

Ensure successful bids are communicated and handed over with internal teams

10%

  • Prior to winning new business, engage with the relevant teams to ensure resource is in place to deliver to agreed timescales

 

  • Working with the Onboarding, Metering, Value Added Services (VAS) and Account Management teams to ensure new agreements are communicated the entirety of what has been sold as part of the retail contract and what the timescales are.

 

  • Work with the Account Management team on handing over the customer externally through joint meetings or phone calls.

 

  • Work with marketing to engage in the development of press releases and/or case studies

 

 

Key Accountability 4

Market intelligence and interaction.

10%

  • Through Customer, TPI and internal team interaction, feed back relevant key points to the Business Development team

 

  • Attend events and represent the company to external customers to develop new business

 

  • Recommend events the company should attend to maximise ROI of event investment

 

  • Attend customer event days hosted by ther company or externals to publicise the company brand and services

 

  • Gather and feedback competitor intelligence to the marketing team and Business Development Manager.

 

 

Key Accountability 5 –

Data and record management

5%

  • Maintain up to date records of customer interactions / pipeline development and secured sales through company CRM system.

 

  • Report back to the Business Development Team Manager a monthly report on key themes, wins/losses and service improvements

 

  • Work with Customers/TPIs/Bid Team on the data involved in securing New Business to ensure it is valid and precise to ensure Onboarding is seemless

 

Other Information

Decision Making Influence:

  • Advise on new tenders and if we should participate.
  • Prioritise and advise on new customer targeting.
  • Advise on the pitch of the proposal from a price and service viewpoint
  • Advise and take the lead on discussions with customers and TPIs on their tender specifications and timescales.
  • Agree workable and amicable solutions between the Customer, TPIs and the business where a tender is not suitable for an end customer or us.

 

Responsibilities

  • Develop a sales pipeline in line with sales growth plan.
  • Win new retail sales business in the competitive markets of England and Scotland.
  • Influence in respect of contract margins and profitability to deliver returns in line with the growth plan.
  • Ensure successful bids are seamlessly transferred.
  • Account management of TPIs.
  • Ensure market intelligence is fed back internally.

Capex: None

Opex: None

 

Typical Problem Areas/ Issues Faced in the Job:

  • Geographic coverage of England.
  • Inconsistent data quality from customers and within CMOS.
  • Ability to work at all levels within a prospects organisation.
  • Ability to react / respond quickly to customer requests and to customer timescales.
  • Inconsistent service levels from the wholesalers.
  • Wholesaler KPI’s which are not always consistent with customers’ expectations.
  • Balancing customer requirements with service delivery capabilities and constraints within the market.
  • Managing the relationship between the company, TPIs and end customers.
  • Securing sales.
  • Overcoming competitive threats.
  • Understanding and operating within regulatory requirements.
  • Geographic spread of internal and subcontracted support staff.

 

Assets Managed:

Knowledge, information, business systems, IT systems, prospects

 

Qualifications and Experience:

  • Ideally educated to degree level or equivalent.
  • At least 5 years experience in a commercial environment and direct experience in the water, energy or telecoms sectors, either on a direct basis or as a consultant / broker.
  • Proven experience within Business Development/ Sales / Account Management roles.
  • Experience of identifying, developing and managing business opportunities.
  • Ability to build excellent customer relationships.
  • Strong negotiating and influencing skills.
  • Strong written, aural and presentation communication skills.
  • Ability to adapt and challenge.
  • Ability to work remotely.
  • Ability to think strategically and analytically.
  • An enthusiastic/motivated self-starter.

 

 



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