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11 months ago
Location: UK
Job type: Permanent
Category: Business Development Jobs
Regional Business Development Manager- Midlands

Type of role: full time permanent

Location: Midlands (Homeworking)

Hours: Monday-Friday 09:00-17:30

Holidays: 25 days

Overall purpose of the job:

To support and execute the new business acquisition strategy of Exponential-e ensuring achievement of all assigned margin, revenue and contract value targets by selling our Business Managed IT Services in a high pressure environment.
Deliver consistent and exceptional level of sales professionalism whilst exceeding performance against measurable key performance indicators.

Primary product focus areas:

* WAN Portfolio: VPLS, Data Connectivity and Wireless

* LAN Portfolio

* Unified Communications portfolio

* Voice portfolio: Hosted and traditional voice offerings

* Hosting & Cloud

* Managed IT Services and Equipment Sales

About the role:

* To make a significant contribution to the company’s business sales revenue

* To define, develop and own key client relationships and contact strategy.

* Develop and execute short, medium and long term business plans to exceed targets

* Achieve and exceed margin, contract value, and revenue targets

* Deliver against key performance indicators and objectives

* Prospect, qualify, negotiate and close key new business deals

* Build and maintain a solid and robustly qualified pipeline of sales opportunities within assigned industry verticals growing to a level of 3x target coverage.

* Forecast monthly and quarterly sales achievement within accuracy of +/- 10%

* Diligently maintain opportunity pipeline and deal positions on Salesforce

* Develop strategy, produce win-plans and execute on major deals

* Define target list and engage suspects based on clearly defined criteria

* Carry out and record target prospect meetings in line with agreed KPIs

* Develop an in-depth knowledge of the factors impacting the technology market, adoption and trends for assigned verticals

* Generate strong relationships with senior executives within customer and prospect base

* Develop and sustain network of contacts and key individuals within assigned verticals and target market arena

* Identify and develop opportunities for strategic step-change revenue growth

* Produce quotations and lead Exponential-e responses to tenders, RFI’s, RFPs, and other response formats

* Build and provide clear leadership to virtual teams in pursuit of major business opportunities

* Collect and understand target client requirements, building commercial propositions based on Capex , Opex and other commercial needs to gain competitive advantage

* Understand and be able to articulate deal level P&Ls

* Attend, present and host at industry events

* Build and maintain a strong technical and commercial understanding of key Exponential-e product propositions particularly: WAN (MPLS, Point to Point), Hosting and Cloud, Managed IT services; Hosted Voice and Unified Comms.

* Build and leverage an understanding of competition and their propositions to Exponential-e advantage

* Formulate and complete client presentations to an exceptional standard

* Complete monthly reports and other administrative requirements to quality standards and required timeframes.

* Other tasks as required and commensurate with role

Knowledge and experience required:

* Extensive experience within the Telecoms, Hosting, UC, and Vendor environment

* Experience in developing business in assigned industry verticals

* Experience selling managed IT services – Including Unified Communications, SAS and Cloud solutions

* Consultative sales person who can identify and sell against key business drivers

* Highly skilled and experienced negotiator who is able to quickly build relationships with senior, key influential decision makers

* An innovative approach and an expert grasp of technology and technical solution which will drive business value.

* Strong understanding of technology application in the Hosting, WAN, Cloud, UC and Voice arenas

* Able to demonstrate strong commercial understanding and business acumen

* Strong sales skills (prospecting, qualifying, campaign management)

* Detailed understanding of sales process and demonstration of world class sales rigor

* Proven track record of identifying, developing and closing major opportunities

* Proven and consistent track record of target over-achievement

* Excellent networking ability and natural communication style

* Excellent communicator with strong presentation, numeracy and written skills

* Strong problem solving abilities; able to facilitate discussions and outcomes

* Able to travel within designated territory and able to work with the minimum of supervision

* Microsoft XP (Excel, Word, Email, Access, Power Point)

* Microsoft Dynamics CRM experience advantageous but not essential

* Degree level education advantageous, but track record of success in aligned career of higher importance.

Mission Statement

"Achieve the status whereby Exponential-e 3.0 is formally acknowledged among our peers, competitors and clients as the most advanced and innovative business technology enabler in The World. A World-class company..."

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