Description:
The Business Development Manager is responsible for named High Touch accounts within a specific geographic area. Responsible for hunting, creating and pursuing sales opportunities to sell the full breadth of Element services, for new logo clients and within specified accounts in order to meet their assigned budget. He/she supports Strategic or Key Accounts within their specified territory with any activities needed at local sites along with hunting for similar new accounts to ensure overall revenue budgets are met.
Responsibilities:
- Establish and proactively maintain a strong professional relationship with key decision makers and influencers within assigned accounts
- Create and execute a sales plan to acquire new business in assigned sectors selling across the portfolio of testing products if required
- Understand and manage activity metrics including adding new client activity; lead, visit, opportunity to quote and win ration and manage and maintain pipeline
- Drive profitable sales expansion with a focus on acquiring new and re-engaging with dormant accounts, while growing existing clients
- Gather and analyze market and industry intelligence, metrics, and trends to determine customer needs
- Identify opportunities early in the sales cycle to ensure maximum share of wallet for Element
- Deliver business development related presentations, negotiate, and close business with nominated accounts, working in coordination with location business development resources
- Provide positive leadership and representation of Element to the public, customers, vendors, and to all employees through membership in professional organizations, serving on company project teams, conducting employee meetings, and visiting work areas and interacting with employees
- Represent company at industry association meetings to promote company and services offered
- Prepare reports and presentations showing sales volume by sector, region, location, potential sales, and areas of proposed client base expansion
- Follow up in a timely manner on quotations for the assigned customer base
- Achieve sales goals by acquiring new logo business as well as converting, retaining and penetrating new and existing accounts
- Work closely with other sales roles and utilizes technical support to maximize the sales realized in the territory
- Lead access and persuasion steps in sales process, including qualifying, relationship building, needs evaluation, solution development/presentation and closing
- Identify full customer test needs to uncover additional opportunities within accounts across Element
- Actively utilize CRM to record activities, ensuring contact details are accurate, duplicates are removed, new information is added and accurate call / visit logs are entered, whilst ensuring that appropriate levels of activity are maintained to generate new business and the management of allocated accounts
- Actively participate in regular pipeline reviews, ensuring all CRM records are up to date and critical success factors are identified for key opportunities
- Actively engage in enterprise selling activities in assigned business unit and end market
- Enter an agreed minimum of opportunities and quotes per month into CRM tool
- Maintain a robust opportunity pipeline of $3-4m, with an average close rate of 60% or higher
- Achieve a minimum of 90% to goal, for sales targets of $1.5-2.5m annually
- Build and maintain a working knowledge of Element’s service offerings; participate in training/coaching opportunities
Skills / Qualifications
- 5 years of Technical experience with field sales responsibilities.
- Degrees and or commensurate experience in engineering, electronics or material sciences preferred but other higher education and experience will be considered
- Testing, EMC, Radio, ATEX experience a plus
- Ability to read and interpret documents such as customer quotes/contracts, marketing materials, and customer testing specifications
- Proficiency in Microsoft Applications (Dynamics AX and CRM, Word, Excel)
- Availability, flexibility, and maturity to represent the company at a broad range of events/projects in the community, with customers and within the company
- Ability to remain calm when faced with mounting pressure related to deadlines and multiple
- Must have valid Driver’s License, with an acceptable driving record under Element’s policy