HEAD OF BUSINESS DEVELOPMENT
Through a structured, sales management process, identify and manage a new/development business pipeline which will generate profitable incremental business opportunities ensuring growth objectives and targets of the BDM sales channel are met.
ACCOUNTABILITIES
Customer
Target and win new business to a targeted annual budget
Develop a country strategy to maximize new business acquisition
Develop “product champion” strategy to include training, sales tools, product development & benchmarking, national acquisition strategy per product line
Develop, roll out & manage a customer retention initiative to identify and seek solutions to customer retentions issues in our market
Manage the implementation of successful new business proposals by defining customer and our clients requirements through operational and commercial procedures to company standards ensuring high levels of customer satisfaction at the critical stages of the trading relationship
Manage the sales lead qualifying function across the three sales channels
Stake Holder
Member of the national Sales Management Team
Prepare quantitative and qualitative reports and analysis for senior management as directed, ensuring that management are kept appraised of performance relative to target, budget etc
Build working relationship with the peer colleagues in the UK and other European countries ensuring that IE requirements are heard and understood to enable alignment and leverage potential synergies
Liaise with other functions, management and key stakeholders in the organization especially service areas to ensure company procedures are defined appropriately to meet new business needs, ensuring customer service levels are achieved and customer satisfaction enhanced
Process
Apply structured sales management tools to identify, manage and develop prospects for new business ensuring new business growth targets are achieved
Develop and implement processes to manage transition of customer ownership from the Business Development channel to Field Sales or Key Accounts ensuring both internal and external customer satisfaction
Report client and market dynamics using internally defined reporting procedures, in order to ensure business unit management are kept appraised of market developments and consequently our clients competitive position is maximized
People Management
Manage, control and motivate direct reports including recruitment, retention, performance monitoring and management
In conjunction with the Sales & Marketing director determine the BD team structure, roles, performance targets, kpi’s and goals
Manage the allocation of appropriate resources and commitment of staff to the achievement of the country and sales objectives and targets
Manage the team to ensure that functional targets are met and exceeded
Institutionalise a performance and measurement culture for the team that routinely establishes and monitors Key Performance Indicators
In conjunction with the Training Manager development and ensure implementation of a comprehensive training and development plan for direct
Implement the company performance management system on a regular and annual basis in line with HR guidelines and timelines
SKILLS / QUALIFCATIONS
Must have a strong market focus and a good understanding of all aspects of distribution.
A strategic thinker with the imagination to conceptualize new business opportunities for the organisation
Entrepreneurial, with a natural curiosity to explore new ideas and assess changes in the market, with competitors and products to build a competitive advantage
Commercially aware with a full understanding of P & L and company performance
Ability to develop strategies and plans coupled with the capability to make clear decisions in an ever changing environment
Excellent track record in the sales arena
Strong interpersonal skills and understanding with the ability to influence, negotiate and motivate at an advanced level
Energetic, enthusiastic, results-oriented; capable of adding significant value to the Sales team and successfully implementing plans
Excellent communication skills
High levels of drive, initiative and self belief
5+ years relevant business selling experience
Proven track record in business acquisition
Competent people manager
Third level or professional qualification of advantage
Interested applicants should contact Aine Wallace in strict confidence on
+353 (0) 86 8388913
+353 (0) 41 9881004
email your CV to xx@xxxxxxxxxxxx.xx
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