Business Development Manager – Wellbeing and Culture Change

Location: Remote within the UK, with visits to clients’ premises and internal meetings

Reporting to: UK Sales Manager

Employment: Full-time / Permanent

Primary Job Purpose

The primary purpose of the role is to achieve individual and team sales targets and KPIs. This will be delivered by identifying, acquiring, developing, and managing a portfolio of accounts through a strategic, consultative approach, focusing on organisations’ long-term Safety, Health, Wellbeing, and sustainability needs and recommending appropriate services. The role also plays a key part in ensuring products and services are delivered to the highest standard, working closely with the operations and delivery teams to exceed client expectations.

Brief Description of Tasks

• Grow the customer base & maximise revenue by acquiring, managing, and growing accounts via the development and execution of a clear solutions sales plan and utilisation of standard and bespoke solutions where required from sales to account management.
• Utilise multiple communications methodologies (Phone, MS Teams, Face-to-Face, E-Mail) to ensure that strong relationships are created and maintained to facilitate target achievement via a strong sales pipeline.
• Create proposals and bids based on customer need. Manage and complete tender processes from initial bid through to contract management.
• In coordination with the UK Sales Manager, collaborate with the Product and Marketing Team(s) and contribute to horizon scans, strategic development, competitor intelligence and continual improvement.
• Facilitate networking between the BSC Policy team and industry contacts.
• Work with internal and external stakeholders to develop bespoke products, where required, utilising an in-depth understanding of a client’s needs.
• Keep up to date with all products and services offered by British Safety Council, Mates in Mind as well as partners & competitors.
• Maintain a broad and deep understanding of the Health & Safety, Mental Health & Wellbeing, Sustainability and related industries.
• Follow up on leads generated by British Safety Council sales initiatives & marketing campaigns within designated timeframes.
• Maintain accurate customer records and sales pipeline using the CRM system (Salesforce).
• Ensure that profit margins are maintained in the delivery of all transactions and manage own costs and expenses within allocated budgets.
• Represent British Safety Council at internal and external events, seminars and conferences where required.
• Adhere to all administration procedures within the expected timeframes.
• To undertake any prior agreed other activities or tasks that are consistent with the role and/or reasonably required by the UK Sales Manager or UK Sales Director.
• To take reasonable care for the health and safety and wellbeing of yourself and of other persons who may be affected by your acts or omissions at work; and to co-operate with the British Safety Council so far as is necessary to enable it to ensure the health, safety and wellbeing at work of all its employees.
• Support and contribute to the wider organisation in terms of industry and customer insight and represent the organisation to members and non-members with the highest level of integrity.

Person Specification

Essential Skills & Qualifications

• Excellent interpersonal and networking skills.
• Experience selling in a consultative manner, establishing a clear understanding of in-depth customer requirements.
• Excellent verbal, written, presentation & communication skills.
• Excellent IT skills.
• Excellent presentation and negotiation skills at all levels.
• Excellent administration, organisation, time management skills and ability to prioritise.
• Full Clean Driving Licence.
• Excellent CRM adherence.

Desirable

• Health and Safety or related qualification(s).
• Background in Workplace Wellbeing.
• Background in Culture Change.

Experience

• Five years B2B sales and account management experience in a Health, Safety and Wellbeing or related industry managing a portfolio of large national accounts.
• Experience of working field-based utilising internal support functions.
• Experience of delivering profitable results in a consultative / solution led selling environment.
• Experience of setting and achieving challenging objectives.
• Proven track record to respond to customer requests in a timely manner.
• Proven track record of new business development with a strategic approach.
• Experience in managing multiple stakeholders and projects.
• Experience in creating and implementing Account Plans for all strategic accounts with short-term objectives and long-term goals along with clearly defined steps.
• Experience of sourcing, competing for and winning large tender opportunities.
• Track record of delivering bespoke solutions.
• Experience in developing in-depth proposals.

Behaviour Competence

• Credible and professional.
• Commercially aware with strong business acumen.
• Ability to make balanced judgments.
• Ability to focus on the ‘big’ picture.
• Adaptable.
• Target driven.
• Self-Starter / Pro-active.
• Problem solver.
• Behaviours detailed in the corporate Behavioural Framework - Teamwork - Communication - Creativity & Change - Enhancing Performance - Leadership - Personal Effectiveness.