Business Development Manager

sitel

Business Development Manager
Req ID#: 321021
PT Troyes, FR, 10000 BG FR Abidjan #160, CI, 18 BP 323 GB PL IT Potsdam, DE, 14471 Tranbjerg J, DK, 8310 Porto, PT, 4050-344 Athens, GR, 104 34 Copenhagen, DK, 1050 MA, 20000 Dessau, DE, 6844 FR Krefeld, DE, 47807 EuroCentral, GB, ML1 4WQ Barcelona, ES, 8940 WASQUEHAL, FR, 59290 GB FR GB GB Paris, FR, 75009 Best, NL, 5684 PK NL Sofia, BG, 1407 Wittenberg, DE, 6886 Perigny, FR, 17180 Newcastle upon Tyne, GB, NE12 8EW MA, 10000 Nisava, RS, 18000 FR Bedfordshire, GB, LU4 9TT Warsaw, PL, 02-675 Romainville, FR, 93230 RS ES Sønderborg, DK, 6400 Varna, BG, 9009 Sevilla, ES, 41920 FR Belgrade, RS, 11070 BG Plymouth, GB Coventry, GB, CV12TA Berlin, DE, 13629 Polska, PL, 66-400 Magdeburg, DE, 39112 Lisboa, PT, 1990-084 DE Stratford upon Avon, GB, CV37 9HY Dusseldorf, DE, 40476 MA FR DK Las Rozas, ES, 28230 Watford, GB, WD25 7GS Burgas, BG, 8000 GB
Business Development Manager
Operations
PURPOSE OF JOB
This role supports EMEA Business Development (BD) team by researching target companies, establishing prospect relationships and nurturing these until an opportunity is identified and handover to a BD Director takes place.
For this position you must have a can do attitude, a passion for sales and drive to get the desired end result for the business.
RESPONSIBILITIES AND END RESULTS
Tools, channels and reporting (approximately 10% of time allocated) requires that the tools and engagement channels are developed, maintained and used to report on results. This includes:
Identification and improvement of ways we reach targeted people
Development and maintenance of system records
To include GDPR compliance
Documenting and reporting of activities and progress
Company research (approx. 35% of time allocated) identifies executives, attitudes and opportunities within targeted companies. Typical activities are:
Gather company and industry data from reliable sources
Analyse available relevant information
Decision makers and influencers
Attitudes to outsourcing
Company structure
Position within their market(s)
Company goals/direction
Problems and pains experienced
Maintain prospect profile for internal distribution and review
Outreach (approx. 35% of time allocated) is aimed at engaging prospects in conversation (through voice, email and social media). This will:
Establish their awareness of SITEL and what we do
Add to our understanding of their business and needs
Build their understanding of how SITEL can help their business
Nurture relationships until a suitable opportunity is identified
Manage the opportunity handover to Business Development
Inbound enquiries (approx. 10% of time allocated) should be recorded, qualified and held for nurture
Passed to Business Development (EMEA Global, CNE or other regions)
Disqualified and closed
Remaining time (approx. 10% of time allocated) is available for one-off projects, team meetings and special assignments
PLANNING AND ORGANISING
The following tasks are associated with this:
Meeting with BD colleagues and providing updates
Identify and create campaigns through direct mail and other individual channels
Manage nurturing activities through email and social media campaigns
Develop and coach others in the ways we establish and nurture relationships, and on best record-keeping practices
Follow up on expressed or implied interest, based on email opens, click rates, time spent, etc.
Establish verbal contact and call prospects regularly enough to maintain and build interest
Update prospect records (usually in Salesforce.com) with contact information, conversations, information gathered, opportunity stages
Add to company profile showing key contacts, company structure, opportunities identified, and timescales (if known)
Send requested/promised information to contacts following conversations
Provide feedback to Marketing and Business Development on progress and needs identified
DECISION MAKING
The post holder is responsible for deciding the following:
Which prospects to prioritise for engagement, nurturing and development, in pursuit of sales objectives
When to discount prospects/opportunities as unsuitable for further action
When to handover to Business Development to pursue an identified opportunity
Which inbound enquiries should be held, passed on or disqualified, against a set of criteria
The timing and methods to use during relationship nurturing and development
This role does not supervise a team, however, postholder is required to work with peers around the company to guide, coach and share so that best practices are available and adopted
COMMUNICATION
Internal:
Marketing
Business Development
Sales Support
External:
Target company employees – multiple levels
Information sources – analysts, ex-employees, researchers, consultants
EXPERIENCE, KNOWLEDGE AND SKILLS REQUIRED
This person must be able to:
Gather and analyse information, use professional judgement to define next/necessary steps, and execute on these in pursuit of lead generation goals
Focus on executing relationship development plans and goals, and provide suggestions and recommendations for improvement to approach and outcomes
Communicate clearly and effectively with prospects, build strong relationships and influence their thinking and actions
Guide and mentor colleagues to adopt and apply accepted methods and best practices in relationship development
Create concepts and develop ideas relating to the role, and execute on agreed projects
Establish trust by demonstrating personal integrity and displaying a strong understanding of business challenges and market conditions
Understand:
Large company cultures
Emerging/growing company attitudes and needs
Country cultures, especially around how business is conducted
They will be, by nature:
Outgoing, confident, engaging and persuasive
Accurate and thorough, in recording information and maintaining records
And possess:
Fluency in spoken and written English
A broad knowledge of outsourcing (attractive, but not essential)
Business Development Manager

Job Segment: Business Development, Marketing Manager, Pre-Sales, Sales Support, Sales, Marketing

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  • Titre d'emploi: Business Development Manager
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