IT/AV Business Development Manager

CornerStone is a leading, award-winning, independent international Security Risk Consultancy, and we are now looking for an IT/AV Business Development Manager to join our growing team. We are seeking an individual who enjoys working in a fast-paced, collaborative environment that is built upon innovation, teamwork, taking ownership, and supporting each other. Personal and career development is important to us, and you can expect our investment in you to include personalised development opportunities combined with a competitive salary and benefits.

Objectives of This Role

• Highly developed commercial awareness of specific industry sectors or have a detailed understanding of sectors which CornerStone operate in and be able to adapt and communicate our value proposition
• Able to develop business relationships at senior management levels including C-Suite and A sophisticated understanding of selling services
• Can identify hierarchical decision makers and processes, understanding the complete process from initial concept to purchase order
• Identify the sales and procurement cycles of a target organisation
• Self-generate sales leads and work with marketing to organise targeted campaigns
• Manage and develop qualified sales leads, that have been generated by the marketing team – dedicated to delivering high quality service to new and existing clients
• Generate sales order input from new clients and identify strategies for future growth opportunities
• Create a sales plan to migrate new clients from BD to key accounts,
• Develop Key Accounts; strategy, spend, additional services
• Work in partnership with the Bid team, and the sales team to ensure our proposals are fully developed and meet the client requirements
• Assist in the continual development of our marketing strategy and material, derived from client insight and business experience

Crucial Skills and Competencies

• Highly motivated and driven to succeed
• A demonstrable history of success in a similar role
• Advanced organisation, prioritisation, and time management skills
• Sound knowledge of using and logging information on a CRM platform
• Excellent listening skills whilst being tenacious in driving the clients through the sales funnel
• Resilient and forward-thinking
• Ability to assimilate our sales and marketing strategy
• Excellent presentational skills and able to convey complex information in an accessible way, an eye for detail and an understanding of contemporary presentational styles
• Experienced at presenting at C-Suite level
• Ability to manage multiple deadlines at once
• Excellent communication and negotiation skills
• Commercially focused
• A strong relationship builder with a consultative sales approach to convert leads and nurture opportunities through to a close
• Proficient in Microsoft Office Suite

Experience Needed

• 5 years of business development manager experience in a similar role, ideally selling consultancy or other professional services
• Sophisticated understanding of security consulting and/or the holistic range of services that we offer
• Experience in multi-discipline projects with IT/AV, Physical Security, HVM
• Knowledge of SMART buildings solutions
• SMART Cities applications
• Application of cloud-based solutions and other emerging solutions
• Comprehensive understanding of corporate security and the construction markets
• Experience in presenting ideas in a consultative manner at the highest executive level

Daily and Monthly Responsibilities

• Lead on proposal writing, presentation production and delivery for each opportunity; lead a bid strategy to ensure the bid team are aligned with the client expectations, this entails a full understanding of the tender and RFPs and responding appropriately
• Devising and executing bid strategy in relation to bid opportunities
• Grow sales revenue with new clients
• Working closely with the Sales Director and Business Analyst to identify areas of business opportunity, drive enablement and lead generation activities
• Develop and expand our client base by targeting key market sectors derived from our sales and marketing strategy
• Complete all necessary reporting to keep line management, the Operating Board and the wider business informed and progress towards achieving agreed targets

The above description details the role’s core activities and is not inclusive of all duties required as a team member, a consultant will be required to undertake other duties and responsibilities to support the business objectives as directed.

We believe in recruiting, retaining, rewarding and developing all our employees based on their commitment and their overall contribution. We provide 34 days annual leave, inclusive of 8 days public holiday and a day of birthday leave. Further details of our full range of benefits will be communicated during the recruitment process. We are committed to making all stages of our recruitment process and employment accessible to all candidates.