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Business Development Executive

Location:   N/A
Department:  Strategic Sales
Reporting to:   Lead Business Development Manager
Responsible for:   N/A
Working hours:  N/A
Compensation:   N/A

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Job Description

The Business Development position is a tenured sales function and provides vision and execution in maintaining, identifying and creating markets for the sale of Intercall services and solutions. This position should combine a minimum 70% focus on new business creation and 30% on supervision and delegation of existing business growth through account management.

BUSINESS DEVELOPMENT

  1. Maintain sales activity to develop target market of new business accounts to be inserted into the Goldmine system
  2. Create new sales opportunities and channels for the sale of services and solutions from the allocated target accounts.
  3. Manage personal quota targets and quarterly objectives to completion.
  4. Develop and protect your company pipeline by ensuring opportunities meet qualification criteria and are at a level of 10 x your monthly quota.
  5. Develop a database of target company blueprints in Goldmine.
  6. Support customer services and sell through solution sales to designated database/s.

ACCOUNT MANAGEMENT

  1. Track on going progress of existing accounts working with the Strategic Account Manager/Executive.
  2. Understand and have access to business unit short and long rangeplanning objectives and understand the impact that your sales activity will have on these plans.
  3. Provide the documentation and communication necessary to customers to complete their integration into full service.(Working with the Account Manager/Executive and Sales Specialists)

PEOPLE MANAGEMENT CONTROL AND REPORTING

  1. Maintain proper and accurate forms and reporting.
  2. Maintain the Goldmine database with the correct data and quality.
  3. Provide ongoing reviews of account status with the assigned Account Manager/Executive.
  4. Provide ongoing coaching and support to the assigned Account
    5. Manager/ Executive to develop and grow existing accounts.

ACTIVITY AND TARGETING

  1. Meet and exceed quota, activity and growth targets
  2. Grow appointments and activity across the sales base.
  3. Meet a minimum level of meetings and KPIs per week. (See KPIs)

STRATEGY AND FORECASTING

  1. Determine and articulate sales strategies by designing and completing a monthly sales forecast.
  2. Provide sales forecasts, strategies and solutions agreed with your line manager to be useful.
  3. Handle mail/correspondence, faxes and other introductory materials, which must be transmitted to the customer/prospect.
  4. Have a solid understanding of computer/software usage and continue to make effective use of like-type tools.
  5. Perform other assigned tasks as requested.
  6. Participate in sufficient training and support to effectively and efficiently represent the company, its capabilities and value added advantages.

Equipment or Special Tools Used

  1. Personal Computer in a networked Windows environment
  2. Fax machine
  3. Other software: Excel, MS-Word Goldmine

Knowledge, Skills and Abilities Required

  1. Preferably a college degree or comparable work/life experience.
  2. Minimum three years plus years of sales experience in a closely related industry (four to six years plus for senior positions).
  3. Expert knowledge of direct sales.
  4. Proven expertise in Consultative Selling and Sales Closing.
  5. Excellent internal communications skills and effective communicator.
  6. Strong interpersonal skills: negotiating, influencing, and dealing effectively with people.
  7. Excellent organizational skills.
  8. Professional manner, dress, and appearance. Maintain a customer facing presentation and ensure that you meet with a traditional business dress code, which includes suit and neck tie for men and acceptable business dress for women.
  9. High personal integrity, ethics and credibility.
  10. Positive Mental Attitude.

Environmental Conditions

  • Hazards: Normal office environment
  • Noise exposure: Moderate
  • Lighting: Moderate to bright
  • Temperature: Moderate
  • Miscellaneous: Office environment

Relation to other Jobs

  • Sources for employees: Internal/External
  • Supervision received from: Lead Business Development Manager/
  • Head of Strategic Business Development
  • Key internal Contacts: Other Business Development Managers, Account Managers/Executives, Operations Manager, Billing Team, Finance Team, Implementations, Marketing
  • Key external Contacts: Senior Management of Customers