Business Development Manager

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Purpose

To increase revenue across the whole NBS portfolio of products and services available to construction industry professionals and product manufacturer customers.

This is a sales role requiring a consultative, professional approach where the job holder will proactively generate new business from the prospective and former customer base at NBS. This will be achieved through the communication with new potential and previous NBS customers. Initially the role will be carried out in-house predominantly over the telephone and via online meeting platforms with the scope for this to expand out into the field with face-to-face client meetings as relationships are built and successful development within the role is demonstrated.

Day to day activity will involve contacting new prospects and former customers with effective follow up as required. The individual will take ownership of identifying key decision makers and influencers in organisations and will set up call, meetings, and product demonstrations with these individuals. This will involve cold calling over multiple channels including telephone/email/social media/online meeting software platforms as well as attending events and networking online and face to face.

The role requires the job holder to understand the needs and requirements of the customer and to identify opportunities and present NBS products and services. The Business Development Manager will also be required to meet online and/or by tele-conference to deliver product demonstrations and presentations to individual customers. There will be scope for this to be carried out face to face at client meetings as knowledge and experience are demonstrated.

The job holder must provide a first-class customer experience and be regarded as a brand ambassador ensuring NBS maintains its reputation for providing quality products and that each customer receives the highest standards of service.

The role requires an ambitious, agile, and flexible approach as the Company expands.
People & Resources

Staff: This role has no direct reports.

Resources: Key internal contacts include Sales, Marketing, Product Management, Product Team colleagues and Finance Teams.
Key Responsibilities

• To achieve sales targets for Specifier new business team.
• Providing a first-class customer experience at all times.
• To be an expert in Specifier NBS products and services and establish themselves as a trusted advisor with prospect customers.
• Ensure a positive and professional image is projected so effective customer relationships are built and maintained.
• Effective reporting and forecasting on the status of opportunities and prospects.
• Follow up sales leads generated internally and self-source sales leads for new business and to ensure new sales targets are achieved.
• To understand and promote the benefits of the NBS product portfolio to prospective customers and to ultimately secure the sale.
• Secure online appointments with prospective customers.
• Complete all associated customer correspondence and administration tasks to a high standard and in a timely manner.
• To update the Customer Relationship Management (CRM) database Salesforce daily detailing all customer contact including telephone calls, appointments and meetings, emails sent and received, business secured and all discussions with prospective clients.
• The Business Development Manager must ensure they invest time in keeping up to date with the NBS products and services as they develop.
• The Business Development Manager must also invest time in keeping up to date with industry trends and developments to identify opportunities to increase revenue and build relationships.
• To build and maintain good working relationships with key colleagues.
• The job holder may also be asked to undertake other duties outside of this job description that are commensurate with their skills and experience.

Measures of Success

New business sales targets to be achieved. Revenue growth demonstrated for new business and returning NBS customers.Customer satisfaction.
Values

Value

Why

Be curious

• It enables both personal and organisational growth.
• It facilitates continual improvement.
• It encourages people to question and challenge

Be ambitious

• It makes things happen.
• It motivates and inspires.
• It drives us to accomplish things and gain the best outputs

Be collaborative

• We recognise the value of working with others, sharing knowledge, and fostering strong relationships to make informed decisions.
• Technical excellence is expected of us, we achieve this working together and finding the best solutions.
• We are a team working towards the same goals

Show integrity

• Organisations known for their integrity perform better.
• Doing the right thing in a professional way, acting with humility and transparency
• It fosters a workplace culture of open, honest and transparent communication.
• It builds trust and confidence

Own it

• It is key to efficiency.
• Being accountable leads to increased capabilities with a boost to job satisfaction
• It is about stepping up and being responsible for results and outcomes - good and not so good!

Technical/Job Skills, Qualifications and Experience

• A results driven individual with a track record of achieving and exceeding financial targets for new business sales.
• Demonstrable experience in a sales/target driven environment.
• Open to role developing an element of field sales.
• A strong customer focussed approach with a strong work ethic.
• The ability to fully understand the customer need, interpret their requirement and effectively relate to the NBS product portfolio.
• The ability and experience of building and developing long term sustainable relationships with customers.
• Negotiation skills with the ability to influence at C suite level.
• Experience of demonstrating and presenting to key stakeholders.
• Effective time management.
• The ability to overcome objections.
• A proactive attitude, high performing and self-motivated with a working knowledge of the sales pipeline and conversions.
• Resilient and agile who applies a mature, balanced approach to their work.
• Demonstrate adaptability and flexibility to do what it takes to get the job done.
• The ability to remain calm and objective under pressure.
• Experience of demonstrating software products (desirable).
• The ability to understand technical information and relay it to the customer in a clear and concise way.
• Experience of presenting to groups.
• Experience of supportive team working.
• Well-developed planning and organisational skills.
• Excellent communication and presentation skills.
• Proficient IT skills - especially Microsoft Office and CRM systems (salesforce desirable).
• Construction industry background (desirable).
• A current and valid UK driving licence (desirable).