Business Development Manager

 

The employer

Our client is a pre-eminent provider of information management solutions. Established in the USA sixty years ago, it is now active in over 2000 locations in 58 countries worldwide. It is listed on the S&P500 index, and also on the FTSE4Good index of ethical companies. The company employs about 24,000 people. 2020 revenues were in excess of $4Bn, and there is a clear strategy to increase this to $10Bn within the next 3-4 years. Over 95% of Fortune 1000 companies use this company’s services to manage their data.

The company was originally conceived as an archiving company, providing secure storage and destruction of physical data assets such as paper, microfilm and audio recordings. The company has been technologically innovating and expanding since the 1980’s, and is now increasingly active in document management (both paper & electronic), managed document services, information governance, digitization and cloud services.  

The company is expanding both these and its core offerings aggressively, and so has an immediate vacancy for an experienced Business Development Manager to expand its presence within named accounts, and to win new clients.

The opportunity

  • A senior commercial role, working directly with C-level clients.

  • A company with a strong ethical & environmental orientation.

  • An expanding company with excellent financial performance.

  • Competitive conditions and bonus.

  • Chance to be at the forefront of a global expansion.

  • A highly independent role, working as a key contributor within an established team.

The basics

  • Reports to: Head of Sector

  • Colleagues: Sales Director/Pre-Sales Teams/Solution Architects/Marketing & Product Teams

Key activities

  • “Hunter”. Drives profitable business through acquiring new opportunities & accounts. “Opens doors” & closes sales.

  • Managing, retaining & developing existing clients, and upselling to these.

  • Identifying and assessing customers’ current and potential needs – and develops & positions the offerings to meet these.

  • Meeting assigned commercial targets through the sale of:

    • Physical archiving

    • Information governance

    • Digitalization of processes

  • Responsible for an assigned business sector

  • Maps assigned accounts and applies appropriate strategies to develop business from them.

  • Become a subject-matter expert through active networking within relevant markets, industries and professional associations.

  • Rapidly respond to customer enquiries, RFIs and problems, to ensure customer satisfaction.

  • Customer training

  • Local deployment of global accounts

  • Sales administration & reporting

Qualifiers

  • Experienced sales professional, with a background in solution sales. Ideally from an area like:

    • Document Management Systems

    • Enterprise Content Management

    • Managed business services

    • Business process outsourcing

  • Demonstrable track-record of success in areas such as:

    • New client acquisition

    • Key Account Management

    • Solution selling

    • Strategic commercial planning & execution

    • Developing & positioning solutions to meet customer requirements

    • Leading successful tenders

  • Probably has at least 5 years’ relevant commercial experience

  • Excellent communication,  negotiation & influencing skills

  • Confident operating within a complex, international “matrix” organisation

  • Relationship builder

  • Skilful at analysis & business planning

  • Strategic mindset with “helicopter view”

  • Fast learner who enjoys engaging with new concepts

  • Confident & effective working with stakeholders at all levels (including C-Suite) both internally and externally.

  • English language

Next steps

To find out more about this exciting opportunity, please contact David Bentley (+420 602 292 060) today for an informal and confidential discussion.