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Business Development Manager

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The marketing function within my client's company is undergoing significant positive change as the company enters a new phase of bold growth.

The marketing department at my client's company is valued as a central part of this growth plan, operating as business partners and strategic advisers as well as highly effective implementers of image, market and business development programmes.

The new CMO is currently streamlining and enhancing the core marketing management team, and the individual who fills the newly created role of Senior Manager – Business Development will play a very important part in the new shape and direction of the function.

Job Requirements

Specifically, this new role will drive integration between market development efforts, which are thought leadership and content focused, and the sales activities, which are managed by the partners themselves. The COO is a champion, and a paradigm of best practice selling and business development, and he has developed several ‘sales excellence’ initiatives, which now need a dedicated change agent, to ensure that they are consistently and thoroughly applied. These initiatives include a guide to account excellence (ACE), includes a dedicated room ‘Encore’ in the London office, designed to support presentation excellence.

A number of important tasks need integrating and improving, including partner use of, and adherence to the protocols of its CRM system, known as xRM. In addition, sales presentation training, proposal writing, networking and social media skills all need enhancing. At the next level, there is a need to coach partners in how to convert image and market development activities and messages into selling opportunities. There are several partners who can demonstrate best practice in this regard, who can act as exemplars. The new SM- BD will also be able, and keen to help directly with proposals as a SWAT team.

Initially, because of the ‘fibrous’ nature of this role, the new SM-BD would act as a “Pop-Up Sales Clinic”, sitting with the different practice groups partners and upgrading their whole approach to selling, possibly an individual basis, and starting with those areas of the business with the biggest growth targets. The Global Partner Meeting, scheduled for next March in Barcelona will be dedicated to improving sales skills, and once the senior manager of business development is on board, he or she will play a leading role in this event

Key Responsibilities:
- Sales coaching
- Proposal support
- xRM – Lists, VIPs, Target Management, ownership and mandates.
- Linked In and broader Social Intelligence (inc. proprietory SDS sales intelligence offering applied to PA)
- Networking Strategies, Account /Power Mapping/PANI
- Alumni Programme
- Credentials to digital Apps, ‘story-packs’ on internal dbs: Sharepoint/ Pyramid, WizKits etc
- Proposal Innovation, eg cutting edge infographics
- Linkage of marketing calendars to relationship plans
- Writing and Communication Training (pending)
Client Win Data, Key Account Data and Communications, Big Sales Report
- Encore, Storytelling, other partner sales training (+ GPM)
- Account Planning/ Weekly Sales Meetings
- Alumni selling (with SM-Brand Image and IC)
- “ACE” Account Management Excellence and other toolkits and
- Coaching on Content Application to Sales
kills/ Personal Qualities:
- Commercial acumen and passion for selling
- Engaging and infectious, charismatic personality
- Self-starter, self-managing
- Extrovert and excellent communicator
- Energy and follow through
- Wisdom and good judgement
- Ability to assess personality factors as they affect sales
- Attention to detail and inclination to rigour, specifically around xRM and defining the detail of networks and applying Social Media intelligence
- End-to-end understanding of the selling process
- ‘Diagnostic’ capabilities
- Flexible personality willing to coach, listen and accommodate at one end and direct, champion and cajole at the other.

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