Business Development / Account Manager (M4 Corridor)

Our client is a fast growing global IT consulting, services and support organisation based in the M4 corridor. A Business Development/Account Manager is required to define and implement a sales plan to target and develop new and existing client relationships and opportunities for our client's IT offerings. The role will result in securing profitable business contracts and projects with key clients across the commercial and public sectors.

KEY RESPONSIBILITIES

1. Develop a good level of understanding of the organisation's core service offerings / capabilities and specifically its value propositions in order to be able to accurately represent the business with prospects and clients.
2. Actively seek out new sales opportunities and potential new markets.
3. Conducting market research to identify opportunities, understand and evaluate customer needs.
4. Negotiating and closing of deals.
5. Work as part of a virtual team to contribute to and participate in the development and improvement of propositions and offerings.
6. Construct a detailed Sales/Account Management Plan to:

• Identify and target accounts with a high propensity for the need of the range of products and services provided.
• Establish a balanced pipeline of qualified sales opportunities in line with the Company's qualification criteria and shape determined by the sales plan.
• Secure the requisite number of prospects and customers to achieve target.
• Identify any personal development requirements to achieve the plan.

7. Consistent achievement of key performance indicators.
8. Comply with the Company's bid and sales pursuit policies ensuring accurate completion of key sales management framework supporting tools.
9. Input and maintenance of all key client, contact, opportunity, activity, notes and forecast information on CRM.
10. Lead and manage key sales campaigns as agreed through formal sales pursuit reviews.
11. Ensure formal business processes are adhered to and that all statements of works and supporting sales documentation is completed accurately and in a timely manner.
12. Develop effective interdepartmental working relationships to support achievement of key responsibilities.
13. Maintain current market knowledge and intelligence.
14. Attend planned sales meetings and other key company activities as appropriate and directed

KEY MEASURES OF PERFORMANCE

• Achievement of sales quotas (measured as gross margin)
• Profile of business versus specific target measures
• Future pipeline of business (factored for probability)
• Achievement of requisite activity levels and conversion ratios
• Completion of monthly objectives (set by Business Development Director)

ESSENTIAL SKILLS & QUALIFICATIONS

• Expected to bring substantial market experience, current knowledge and be quickly able to identify and prioritise key target accounts and commence a rapid engagement with these prospects.
• Proven experience in IT industry and associated solution sales into the end-user market.
• Gravitas and experience of selling to Senior Management, IT Director and CxO levels within an organisation and an understanding of the different approaches required to address each.
• Demonstrable success in identifying, targeting and capturing new client accounts.
• Ability to devise and lead a complex sales campaign.
• Commercial awareness and appreciation of business fundamentals.
• Able to present convincingly to customers over the telephone and face to face.
• Ability to manage complex customer engagements to ensure that the value of the organisation's proposition is positioned correctly to meet the clients needs.
• Excellent communication skills including oral and written.
• Ability to build strong relationships both internally and externally.
• Self motivated, enthusiastic and able to work under pressure unsupervised.
• Organised, able to manage time effectively and prioritise tasks.
• Good software knowledge of MS Word, Excel and PowerPoint.

DESIRABLE

• Ability to manage complex IT solution propositions
• Possess an existing network of contacts in the target market
• Educated to degree level