Business Development Executive
2 days ago
The Business Development Executive is an integral part of the Revenue Generation division, focused predominantly on the European market.
The position is responsible for driving new opportunities/prospects through to closure and is responsible for supporting the achievement of stated annual revenue targets for the region. The Business Development Executive will work in concert with various internal stakeholders to respond to the demand created through both direct and indirect marketing and sales methods. The Business Development Executive must be an effective networker and problem-solver that is comfortable working with all levels of a client organization.
This is a Remote role; we envisage 60% of the time working from home and 40% traveling to potential clients. We are looking to hear from suitable candidates based in the UK and Ireland.
ROLE DESCRIPTION
Drive new business by developing relationships with prospective accounts through the following:
1. Deliver individual and collective sales revenue targets with prospective clients.
2. Leverage, facilitate and drive CCi’s ERA3 sales methodology to ensure a systematic approach to opportunity development (discover, diagnose, design and deliver) through to opportunity closure and implementation success in coordination with the broader team.
3. Ensure all communication and sales activities are documented and updated regularly in our CRM system to facilitate governance and reporting metrics.
4. Ensure a competitive advantage is created and maintained through timely impactful communications and lasting impressions engaging with prospects to maintain continued support of CCi products and services.
5. Using a consultative approach, own the diagnose, design and close stages on the sales process and have the knowledge and contacts to bring in the right experts at the right time to support the closing of that sale.
6. Identify the decision-makers and influencers, understand the symptoms and causes discovering the prospect’s problems and challenges (pain points), mapping CCi value proposition to provide solutions to the prospect’s needs, and making CCi relevant to prospects.
7. Develop a value hypothesis (including client return on investment) that will establish relationships with the C-Suite and core decision-makers, and create deep, meaningful and relevant engagements with qualified prospects.
8. Help influence a client’s selection process and evaluation criteria.
9. Coordinate face-to-face meetings with prospect clients and work with inside sales to conduct demo presentations and to continue to drive the sales process through client prospect relationship management.
10. Manage the facilitation of proposals and negotiations while identifying and influencing key decision makers both externally and internally.
11. Manage the facilitation of closing activities.
12. Work closely with the Head of Sales Operations on the negotiation and execution of commercial and legal contracts (NDA’s, MSA’s, License Agreements and SOW’s).
13. Develop and manage to accurate and timely budget and forecasts.
14. In conjunction with the Head of Sales Operations prepare weekly progress, pipeline and forecast reports to review with the regional team.
15. Maintain product and services knowledge keeping abreast of CCi available and future offerings, ensuring a strong informed knowledge base.
Growth Mindset
1. Stay updated on industry trends, business development methodologies, and emerging technologies.
2. Positively challenge the Revenue Generation team with latest thinking to support the growth of the company.
3. Maintain own professional development by regularly asking for feedback, proactively reflecting and identifying personal learning and development opportunities to grow as an individual.
KEY PERFORMANCE AREAS
1. KPI 1: Actual revenue dollars achieved versus budget and prior year.
2. KPI 2: # and % of AQL’s to SAL and SQL’s converted to Opportunities following the BANT process.
3. KPI 3: # of new accounts contacted and number of accounts engaged.
4. KPI 4: # and % Opportunities closed.
5. KPI 5: # and % growth of new accounts closed, length of time to close sale.
6. KPI 6: Quarterly Teamflect priorities met/exceeded expectations.
WORKING ENVIRONMENT
Remote home office and traveling to prospects/clients.
MINIMUM REQUIREMENTS
BA/BS in Engineering or Operations Management preferred or Business Administration (with an emphasis in Supply Chain or Finance and Accounting).
Lean Six Sigma Green Belt Certification or equivalent experience in continuous improvement methodologies.
PREFERRED QUALIFICATIONS / EXPERIENCE
1. MBA preferred.
2. Lean Six Sigma Black Belt Certification.
3. Experience selling software to Manufacturing and Supply Chain organizations.
4. Minimum of 7-10 years of consultative sales experience with a proven track record of driving a complex sales process to closure, preferably in a technical sales capacity.
5. Proven track record of meeting and exceeding revenue targets.
6. Lead generation and pipeline management experience required.
7. Possess strong negotiation skills and understanding of executing commercial and legal contracts.
8. Situational Leadership leaning to espouse critical thinking, problem solving, and data driven decision-making capability to assess and diagnose proper client approach.
9. Exceptional communication and presentation skills, and ability to express technical concepts clearly and concisely in written proposals.
10. Previous experience using Salesforce or other CRM required.
11. Business acumen, financial analysis and reporting experience required.
12. Possess excellent understanding of world class manufacturing principles, methodologies and practices.
13. Possess an excellent understanding of supply chain optimization processes and practices to create an aligned and efficient value chain preferred.
14. Possess the ability to collaborate with product SMEs and specialist consultants to design and customize solutions.
15. Must be a self-starter that acts with a sense of urgency and has the fortitude to overcome rejection.
PERSONAL ATTRIBUTES
1. Technologically inclined.
2. Strong interpersonal skills and self-awareness.
3. Accountable and responsible in all situations.
4. Excellent written communication skills.
5. Highly organised and practices excellent time management.
6. Able to work productively within a cross-cultural and global team.
7. Ability to learn from constructive criticism in a positive manner.
8. Independent and self-motivated.
Competitive Base Salary and Benefits.
Sales Incentive Program approx 30% of salary.
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