Business Development Manager

Summary

Focus will be on creating, managing and closing exciting sales opportunities within the fleet markets for the business

This is a home-based role where the applicant will be required to travel to client meetings on a regular basis, as well as quarterly visits to our Head Office 

The role holder will be responsible for generating new business by managing effectively a pipeline and leads as well as developing their own networks with the other collaborations

The role holder will be required to sell a range of solutions, products and services to companies with users/ drivers in excess of 100 vehicles. Negotiations will be at senior management level and could be complex and lengthy.

The role holder will be required to stand-in for others as and when infrequently required.

Key Area of Responsibility

Does What (verb)

To What

End Results (the reason for doing this)

Strategy planning

Create  individual plan for success

Effectively manage time 

Develops a clear and consistent plan of action and approach to the market to achieve company and personal objectives

Complete understanding of range of products and services

Sells all products and services wherever appropriate

Corporate prospects and customers, including international

Opportunity for additional income and will make it that much harder for the customer to use others

Negotiate

Negotiates  pricing and scope of service and contractual terms

External and internal customers

Achieve optimum position for the business

Commercial (inc pricing) and Legal points

Prospects

Achieve optimum position

Negotiate

Relationship Management

Create, develop and maintain relationships

Long term prospective customers and partners (new and current)

Strategic importance our busines and for lead generation

Target Achievement

Hits or exceeds all sales targets

Monthly, quarterly and annual targets

To achieve new business goals

·       Achievement of new business quantative and qualative targets

·       Improving the effectiveness of the referral network

·       Prioritising opportunities for maximum return

·       Prospecting via the leads generated from networks (internal and external)

·       Finding ways to alleviate pricing and adoption issues

·       Finding ways to differentiate us – a reason to use the business

·       Upselling (skills)

·       Identifying and developing relationships with key influencers

·       Maintaining a good relationship with key members of partners

·       Leveraging network relationships

·       Maintaining a healthy pipeline

·       Understanding  competitive position 

·       Identifying the best proposition for each customer

·       Maintaining a healthy and real pipeline

·       If required, self generating appointments

·       Establishing relationships with key influencers

·       Selling the full range of products and services

·       Recording all prospecting activity on our sales CRM tools (Sales Force)

·       The production of high quality responses to tenders

·       Adherence to the company strategy to ensure the sales strategies are supported

·       Prospecting customers that meet our ideal customer criteria

·       Have detailed knowledge of the market and industry sector trends, including UK and EMEA businesses

·       Balancing the demands of prospecting and implementations/ trials

·       Building and maintaining relationships with internal and external customers alike

·       Producing timely reports

·       Target achievement

·       Working remotely from home

·       Planning own Sales strategy

·       Targeting process

·       Tender participation

·       Commercial and legal negotiations

·       Day to day people management

·       Prioritisation of work

·       Input into tenders

·       Efficient achievement of results

·       Determine which approach will work best for each opportunity

·       The sale of products

·       Consultative advice to prospects and customers

·       Long term prospects

·       Negotiate customer contracts within established parameters and guidelines

·       New units sold

·       No of signings

·       Activity target (meeting cadence and others)

·       Submit reporting in a timely manner

·       Effectively working with UK and International colleagues/ partners

·       Developing partnerships

Internal

·       Sales Director

·       MD, CEO and FD

·       All Senior Managers & Directors

·       Hunting and farming teams

·       Partnership Director

External

·       Partners

·       Senior influencers within prospective and existing customers

·       Consultants

·       Other partnerships – across insurance, fleet, fuel, Road Risk, EV solutions and  ESG

No direct reports

·       Annually set targets

·       New unit target

·       Number of signings

·       Other targets & tasks as reasonably required from time to time

The role is home based so self motivation and time management must be strong attributes. UK travel is required and some international travel from time to time.

·       A proven track record, demonstrable, in selling to large companies  (>1,000 vehicle fleets)

·       Telematics sales experience

·       Can also demonstrate signing and liaising with partners for mutual benefit

·       Ideally international sales experience

·       Able to deal at all levels in high profile corporates

·       Consistent track record in generating sales & profit through new business development

·       A versatile person, unafraid of change

·       Ambitious, results-driven and highly self-motivated

·       Significant corporate sales experience required

·       Strategic thinker

·       Excellent communications (questioning, listening and interpretation) skills

·       Confident and articulate in all forms of communication and able to adapt your style to suit each situation or audience

·       Persuasive skills

·       Negotiating skills

·       Presentation skills

·       Experience of solution based sale, often taking in excess of 6 months

·       Credible, reliable and honest

·       Organised and attentive to detail

·       Personable and outgoing, with a good sense of humour