The Business Development Executive is an integral part of the Revenue Generation division, focused predominantly on the European market.
The position is responsible for driving new opportunities/prospects through to closure and is responsible for supporting the achievement of stated annual revenue targets for the region.
The Business Development Executive will work in concert with various internal stakeholders to respond to the demand created through both direct and indirect marketing and sales methods.
The Business Development Executive must be an effective networker and problem-solver that is comfortable working with all levels of a client organization.
This is a Remote role; we envisage 60% of the time working from home and 40% traveling to potential clients.
We are looking to hear from suitable candidates based in the UK and Ireland.
ROLE DESCRIPTIONDrive new business by developing relationships with prospective accounts through the following:
Deliver individual and collective sales revenue targets with prospective clientsLeverage, facilitate and drive CCi's ERA3 sales methodology to ensure a systematic approach to opportunity development (discover, diagnose, design and deliver) through to opportunity closure and implementation success in coordination with the broader teamEnsure all communication and sales activities are documented and updated regularly in our CRM system to facilitate governance and reporting metricsEnsure a competitive advantage is created and maintained through timely impactful communications and lasting impressions engaging with prospect to maintain continued support of CCi products and servicesUsing a consultative approach, own the diagnose, design and close stages on the sales process and have the knowledge and contacts to bring in the right experts at the right time to support the closing of that saleIdentify the decision-makers and influencers, understand the symptoms and causes discovering the prospect's problems and challenges (pain points), mapping CCi value proposition to provide solutions to the prospect's needs, and making CCi relevant to prospectsDevelop a value hypothesis (including client return on investment) that will establish relationship/s with the C-Suite and core decision-makers, and create deep, meaningful and relevant engagements with qualified prospectsHelp influence a client's selection process and evaluation criteriaCoordinate face-to-face meetings with prospect clients and work with inside sales to conduct demo presentations and to continue to drive the sales process through client prospect relationship managementManage the facilitation of proposals and negotiations while identifying and influencing key decision makers both externally and internallyManage the facilitation of closing activitiesWork closely with the Head of Sales Operations on the negotiation and execution of commercial and legal contracts (NDA's, MSA's, License Agreements and SOW's)Develop and manage to accurate and timely budget and forecastsIn conjunction with the Head of Sales Operations prepare weekly progress, pipeline and forecast reports to review with the regional teamMaintain product and services knowledge keeping abreast of CCi available and future offerings, ensuring a strong informed knowledge baseGrowth Mindset:Stay updated on industry trends, business development methodologies, and emerging technologiesPositively challenge the Revenue Generation team with latest thinking to support the growth of the companyMaintains own professional development by regularly asking for feedback, proactively reflecting and identifying personal learning and development opportunities to grow as an individualKEY PERFORMANCE AREASKPI 1: Actual revenue dollars achieved versus budget and prior year
KPI 2: # and % of AQL's to SAL and SQL's converted to Opportunities following the BANT process
KPI 3: # of new accounts contacted and number of accounts engaged
KPI 4: # and % Opportunities closed
KPI 5: # and % growth of new accounts closed, length of time to close sale
KPI 6: Quarterly Teamflect priorities met/exceeded expectations
WORKING ENVIRONMENTRemote home office and traveling to prospects/clients.
MINIMUM QUALIFICATIONSBA/BS in Engineering or Operations Management preferred or Business Administration (with an emphasis in Supply Chain or Finance and Accounting)
Lean Six Sigma Green Belt Certification or equivalent experience in continuous improvement methodologies
PREFERRED QUALIFICATIONS / EXPERIENCEMBA preferredLean Six Sigma Black Belt CertificationExperience selling software to Manufacturing and Supply Chain organizationsMinimum of 7-10 years of consultative sales experience with a proven track record of driving a complex sales process to closure, preferably in a technical sales capacityProven track record of meeting and exceeding revenue targetsLead generation and pipeline management experience requiredPossess strong negotiation skills and understanding of executing commercial and legal contractsSituational Leadership leaning to espouse critical thinking, problem solving, and data driven decision-making capability to assess and diagnose proper client approachExceptional communication and presentation skills, and ability to express technical concepts clearly and concisely in written proposalsPrevious experience using Salesforce or other CRM requiredBusiness acumen, financial analysis and reporting experience requiredPossess excellent understanding of world class manufacturing principles, methodologies and practicesPossess an excellent understanding of supply chain optimization processes and practices to create an aligned and efficient value chain preferredPossess the ability to collaborate with product SMEs and specialist consultants to design and customize solutionsMust be a self-starter that acts with a sense of urgency and has the fortitude to overcome rejectionPERSONAL ATTRIBUTESTechnologically inclinedStrong interpersonal skills and self-awarenessAccountable and responsible in all situationsExcellent written communication skillsHighly organised and practices excellent time managementAble to work productively within a cross-cultural and global teamAbility to learn from constructive criticism in a positive mannerIndependent and self-motivatedCompetitive Base Salary and Benefits
Sales Incentive Program approx 30% of salary
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