Business Development Manager
Job Description
We are looking for a Business Development Manager (BDM) who will work with the Sales and Account Management team to identify appropriate business opportunities from new and existing clients. He or she will prospect for potential leads, uncover needs within those prospects and qualify those leads to the wider team at Different. They will also work with this team to propose solutions for existing clients and win business from new clients
The successful candidate will have a proven track record in selling consulting services and achieving revenue targets.
He or she will also have experience engaging with senior executives from a variety of industry sectors. They will be responsible for the day to day management of opportunities from prospecting until formal engagement and will play a part in facilitating that transition into engagement. By articulating the value proposition of Customer Centred Design, he or she will help executives realise the financial benefits and transformational value to their business offered by a relationship with Different.
Responsibilities
- Meet assigned revenue targets by generating business from new and existing clients
- Set up of meetings with appropriately qualified contacts
- Add and maintain contacts and manage opportunities in salesforce.com
- Partner with relevant team members to create winning proposals
- Anticipate and recognise any client objections in order to close sales
- Coordinate opportunities from prospect through to engagement
- Research and communicate information about target sectors, customers and competitors
- Proactively communicate news and insights on prospect organisations and contacts
- Gain and share understanding of prospect’s organisation, processes, business strategies, product or service offerings and decision-making structures
- Work collaboratively with Different’s resources to define the approach and strategy for achieving client requirements
- Be an evangelist of Customer Centred Design and Different’s approach to it
- Effectively negotiate with multiple levels of executive management within prospective client organisations
- Use in-depth knowledge and insight of key competitors to create compelling reasons for prospective clients to engage with Different
- Articulate to clients the benefits of the Different approach and educate them about new ideas and new ways of thinking
- Communicate the status of opportunities, clearly articulate next steps and discuss potential risks with the wider sales and account management team in weekly meeting
Desired Experience (some or all)
- Minimum of 4+ years of demonstrable business-to-business consulting services
- Proven track record of reaching sales targets and KPI’s
- Comprehensive knowledge of all facets of the business development process
- Solid financial, business and industry insights and consultative selling skills
- Well organised and methodical in how business is conducted
- Proven ability to create compelling written collateral in a concise manner
- Self motivated with strong communication and organisational skills
- Able to listen to, lead and influence senior management
- Enthusiastic about contributing to our growing business, its brand, processes and client base
- Established network of business contacts
- Collaborative team player
- Comfortable presenting in group settings
- Strong negotiating skills
How to Apply
Send resume to william.sydney@different.com.au
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