Business Development Director
Job Details
Full Job Description
MUST HAVE EXPERIENCE IN SALES IN THE WASTE SECTOR !
Job
title: Business Development Director (BDD)
Department:
Commercial
Reporting to: Managing Director (MD)
Objective and
purpose:
Grow the business in overall Sales, Gross Profit and
promote the Brand (reputation) to be
the 1st choice for our target
markets. This will be achieved through building a strong
competent
team, developing and using our processes for excellent efficiency and
strong
personal and company client and supplier relations. Promote
the brand to a larger
customer base as well as existing
customers.
You would be joining us at a very exciting time as we
make significant changes and
investments into the business. The
Business Development Director (BDD) will be
responsible for the
overall performance of the Commercial department, by building
a
strong team to grow sales and profit. This will be achieved by
identifying new commercial
opportunities to drive sales and margin
growth across the company's business activities,
increasing overall
profitability.
Our ideal candidate has in-depth knowledge of and
experience with the waste sales process,
excelling at lead
generation, relationship building and closing deals. We're seeking a
quick
learner with strong negotiation skills and someone with a
track record of success who can
inspire the same in others. The
role demands a leader with a sharp mind and the ability
to coach,
advise, motivate, manage and replace sales representatives to create
and
maintain a high-performance sales force.
The BDD will be
committed to customer service excellence and will take the lead role
in
developing and managing service based partnerships and business
relationships to achieve
the company's strategic aims and meet our
mission statement:
"To Stand above the competition by providing
sustainable, traceable and
innovative waste and recycling solutions
to our clients. Working to build
professional relationships with
exceptional support, a commitment to quality,
price and
unparalleled customer service."
Goals & Outcomes:
Growing the
business includes expanding existing business, building new
business,
exploring new markets and protecting
profitability.
Reporting to the Managing Director (MD), the BDD
will be responsible for the management
of the sales team, the
development and implementation of the national expansion
strategy,
the profitability of the company by meeting, and where possible
exceeding
measured targets over agreed timescales.
There are 5
main goals related to this role:
1. Expand business presence on a
national level
2. Achieve sales and profit targets
3. Advance &
promote our brand and its values in the minds of our clients
4.
Construct flexible supply chain structure on a national level
5.
Build a strong efficient team and culture to achieve the
above
Responsibilities:
✓ Create & develop commercial
opportunities - in order to achieve increased net
income for the
company.
✓ Drive & develop sales - Create and execute a strategic
sales plan that expands
the client base to grow the business.
✓
Exceed existing client expectations in delivering proactive
account
management.
✓ Target prospects, generate leads, build
and nurture client relationships.
Meet with potential clients and
grow long-lasting relationships by understanding
their needs.
✓
Promote the company brand - representing the company with a
comprehensive
understanding of our offerings, values and
objectives.
✓ Identify new market opportunities, taking the lead on
constructing robust and
profitable business proposals that secure
new contracts, supply, sales and long
term client
relationships.
✓ Identify profit growth through strategic
partnerships.
✓ Develop and implement Corporate and Directorate
business development
strategies and plans in conjunction with the
Managing Director. Always promoting
the company's core vision,
mission and values.
✓ Ensure the Managing Director is
systematically appraised of market
opportunities, conditions and
associated business developments.
✓ Coordinate internally &
externally to optimise and align the business.
✓ Work in
partnership with all departments, contributing to the development
of
a culture of continuous improvement to meet performance and
financial targets.
✓ Hire, train, motivate and advise a sales team.
Devise & implement systems to
keep staff motivated & maintain a
high level of morale.
✓ Recruit salespeople, set objectives, train,
coach, and monitor performance
ensuring assigned tasks and
responsibilities are fulfilled.
✓ Track performance progress
through weekly, monthly and quarterly reporting.
✓ Establish
relationships with prompt responsiveness to all key areas
of
customers, clients and suppliers.
✓ Build an in depth
knowledge of the business.
✓ Achieve company objective through
effective planning, setting realistic sales
targets, analysing
performance data, and projecting future performance.
✓ Deliver
results as per budget and KPI targets.
✓ Continuously develop
personal leadership, hiring and training skills while
ensuring the
team is using effective sales tactics to meet revenue objectives.
✓
Identify knowledge gaps within the team and develop a plan to fulfil
them.
✓ Drive profit improvement initiatives.
✓ Be the champion
of customer service.
✓ Research client needs and identify how our
solutions meet them.
✓ Develop annual customer strategies & create
sales campaigns to translate
into successful results.
✓ Oversee
the sales team to ensure company quotas and standards are met
by
holding daily check-ins with team to set objectives for the day
and monitor progress
regularly
✓ Manage month-end and year-end
close processes.
✓ To manage budgets as required.
✓ Ensure all
systems & administration is maintained accurately and up to
date
within agreed timescales.
Key activities: (See annual
target review for specifics)
* 50% strategic Sales growth and
prospecting
* 20% strategic Account Management
* 20% team
management
* 10% KPI's, performance review &
communication
Skills and competencies:
✓ Significant commercial
& sales experience, with proven track record of increasing
B2B
sales.
✓ Excellent understanding of financial & business
metrics.
✓ Demonstrates good financial & business acumen, with
ability to manage budgets.
✓ Sociable, energetic and demonstrative
in all aspects of your role.
✓ Very good standard of written
English.
✓ Full UK driving Licence.
✓ Highly proficient in the
use of Microsoft office packages. Computer skills including
sales
and finance software and expertise in spreadsheets, presentations
and
databases.
✓ Strong communication, persuasion and
presentation skills
✓ Excellent interpersonal and leadership
skills.
✓ A goal-oriented mindset with the ability to be
flexible.
✓ Numeracy, probing & analytical skills.
✓ Ability to
identify commercial and/or cost opportunities.
✓ Ability to set and
manage accurate forecasts, plans and to respond to changing
trading
conditions proactively.
✓ Drive, initiative, urgency with ownership
mentality.
✓ Excellent consultative selling and negotiation
skills.
✓ Closing instinct to secure a sale.
✓ Proactive
decision making and problem solving to resolve client issues quickly
and
creatively when under pressure.
✓ Strong ability to work on
own initiative, demonstrating creativity, persistence
&
determination.
✓ Time management skills, being well organised
and able to efficiently prioritise and
delegate with strength of
character to multitask and deliver tasks to tight deadlines.
✓
Self-motivated to learn with a strong goal and results
orientation.
✓ Present yourself professionally at all
times.
KPI's:
The Managing Director will agree personal targets
with the BDD. This will form part of the
review of performance
process in this role.
* Revenue growth
* Revenue per client
*
Profit margin
* Client retention rate %
* Customer satisfaction
%
* Activity metrics; number of prospects contacted (calls, emails,
site surveys etc)
* Pipeline metrics; number and volume of
opportunities
* Participation rate; % of sales people at or above
plan
* Execution of the sales strategy
H
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