Senior 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 (remotely under current UK restrictions) 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 making contact with 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.
• To develop a sales pipeline to deliver sustained high levels of new sales.
• Providing a first-class customer experience at all times.
• To be an expert in all NBS products and services and establish themselves as a trusted advisor with 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 leads.
• Self-source sales leads for new business and follow up leads generated internally to ensure new sales targets are achieved.
• To understand and promote the benefits of the NBS product portfolio to prospects and existing customers
• Secure appointments with customers and prospects.
• Complete all associated customer correspondence and administration tasks to a high standard and in a timely manner.
• To ensure Salesforce is kept up to date detailing all customer contact and business secured and with prospects and customers.
• The Senior Business Development Manager must ensure they invest time in keeping up to date with the NBS products and services as they develop.
• The Senior 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.
• MQL (Marketing Qualified Lead) targets to be achieved.
• Call volume & demo/meeting booking targets to be achieved
• Customer satisfaction.

Our Values

Value

Why

Dream big

• Embrace ambitious goals and strive to exceed expectations, every day

Thrive together

• Collaborate, communicate and celebrate success

Own it

• Take ownership of your work and empower yourself to make a difference

Do the right thing

• Stand firm in your values and let integrity guide your actions at every turn

Technical/Job Skills, Qualifications and Experience

• A results driven individual with a track record of achieving and exceeding financial targets for new business.
• Demonstrable experience in a sales/target driven environment.
• A strong customer focussed approach with a positive, can-do attitude.
• The ability to fully understand the customer need, interpret their requirement and effectively relate to the NBS portfolio.
• The ability and experience of building and developing long term sustainable relationships with customers.
• Negotiation skills with the ability to influence.
• Experience of demonstrating and presenting to key stakeholders.
• Comfortable presenting to large groups, exec directors and key stakeholders.
• Effective time management.
• The ability to overcome barriers and objections.
• Demonstrable solution selling and closing skills.
• 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.
• Construction industry background (desirable).
• Experience of working in a subscription business (desirable).
• A current and valid UK driving licence (desirable).