Our client is a product and service design agency focused on the user.
Their creativity, agility and technical expertise combine to deliver digital interactions that work for everyone. They design and build the interaction layer between users and technology.
Headquartered in Newcastle upon Tyne, they have offices in Edinburgh, Sheffield and a consultancy in London. Agile teams join client partners on location.
They continue to recruit month-on-month to facilitate ambitious new projects, alongside continued working with organisations such as Racing Point Force India, HMRC, Joules, Barbour, DWP, ChooseCare and the NHS.
Responsible for the qualification, scoping, development and closure of sales opportunities with the value of up to £500k. The Business Development Manager is the lead client contact for client and client stakeholder engagement. This role is also the key interface between the client sponsor and the internal team - responsible for providing key bid information internally to brief consultants and contributors to the sale, ensuring clarity and clear win strategies.
The Business Development Manager understands the clients' strategy and knowledge of the client sector or other relevant sectors. This role engages with clients to understand needs and issues and develops proposals to address them. There is a requirement to be highly mobile and an expectation that this role works closely with the client on client site as appropriate.
This role currently has revenue targets that will feed directly into a personal commission plan. Our client reserves the right to change commission plans and/or target structures.
Building a healthy leads and opportunities pipeline and progressing through the sales process.
Follows the due diligence process for the qualification of sales opportunities and the progress of an opportunity through the sale lifecycle.
Independently or with the support of the Head of Sales, sets the direction for sales opportunities (where relevant with support from specialist consultants), leading the bid teams to ensure delivery of proposal, and takes direct responsibility for the compilation of the engagement summary (estimate) and all commercial aspects of a bid.
Has a sound understanding of standard delivery models i.e. Agile/Waterfall and can speak confidently with clients on delivery solutions – where relevant with support from specialist consultant.
Is able to shape a high level project timeline and understands how to construct resource profiles to support both bids and project delivery.
Applies knowledge and skills through handling complex problems and coordinating activities & sales support resources which may extend beyond own area of expertise.
Applies in depth knowledge of the digital environment to address client needs throughout sales opportunities and where necessary on live accounts
Ability to articulate benefits to clients through an understanding of benefits realisation management techniques.
Supports the Head of Sales and Account Directors in more complex bids.
Uses initiative and acts independently where appropriate, seeking support from senior client service personnel as required.
Uses knowledge and digital expertise to focus opportunities and drive sales.
Able to scope solutions for client problems – independently where appropriate and also working with specialist consultants.
Understands and develops sales opportunities in line with Value Propositions
Able to prepare white papers in various digital related domains and demonstrate thought leadership.
Participates and/or supports in the training and development of less experienced people.
Is responsible for the quality of sales opportunity assets such as proposals/presentations.
Is capable of conducting sales presentations to senior business stakeholders.
Is capable of speaking at an internal or external conference.
Has solid LinkedIn experience and a good network.
Demonstrates the behaviour of a professional sales individual every day – sourcing leads, building pipeline and closing opportunities.
Excellent client relationship skills. Very capable of achieving the confidence and trust of clients.
Confident sales presentation skills
Can evidence successful client assignments and relationships based on client feedback.
Can use network to benefit our client’s position within new or existing clients.
Can co-ordinate a bid team to ensure formal bid timelines are achieved.
Has client facing consultancy experience across a range of complex engagements.
Has a good business background, and a strong understanding of how organisations operate from across a range of sectors.
Has good all-round consulting capability and can demonstrate evidence of skill or sector specialism and deep skill or sector knowledge.
Has broad commercial knowledge and can lead on the commercial modelling of sales opportunities.
Understands future trends in line with the value propositions and can confidently articulate these to clients.
Works well in a team environment with a focus on managing resources and co-ordinating assets/deliverables.
Strong analytical, oral, written and interpersonal skills.
A minimum of 3 years operating as a Business Development Manager with evidenced, proven track record of building pipeline, following sales process and strong closing skills
Strong understanding of the sales lifecycle from qualification to close
Sound commercial understanding with the ability to pull together estimates for opportunities
Excellent presentation and interpersonal skills
Experience of using a CRM system to track leads and opportunities through the sales lifecycle
A minimum of 1 years in consultancy led selling with evidenced, proven track record of strong client relationships and opportunity scoping
Has relevant professional qualifications or accreditations pertaining to the sales environment
If you’d like to have an informal chat about your potential in this role, book in a call with one of our friendly talent advocates on 0191 620 0123 who can provide details, advise and guide you with your job search.
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