Business Development Manager

Location: North West - Cumbria / Carlisle

Days and Hours of Work: Monday-Friday (40 hours per week)

Job Purpose: The primary role of the Business Development Manager is two-fold: Grow spend from an existing portfolio of active and recently lapsed accounts. Prospect for new clients by networking, cold calling, ABI or other means of generating interest from potential clients. Business Development Managers should plan persuasive approaches and pitches that will convince potential clients to do business with Specialist Building Distribution. The goal is to drive sustainable financial growth through boosting sales and forging strong relationships with existing and new clients. You will report to regional management, but work in line with centrally defined Sales Processes and Systems.

Key Accountabilities:

• Work with Sales, Commercial and Regional leadership to define portfolio and target accounts
• Ensure targets are achieved: Sales, Profitability, Margin and Product Mix.
• Build relationships with portfolio, ensuring a good rhythm of contact is maintained.
• Liaise with regional management and branches regarding your portfolio and their spend opportunity.
• Specifically, secure more share of wallet from their existing category spend AND identify opportunities to introduce new product categories.
• Develop plans for specific conquest accounts to take market share from competition.
• Be influential within the branch network, support managers in their pursuit of sales and transfer best sales practice.
• Manage your pipeline, keeping robust records of targets, probability, and size of prize.
• Produce key management reports and key performance indicators.
• Demonstrate you can hit key sales metrics…Activity, Quote Volume, Conversion.
• Continually monitor competitor sales and pricing activity.
• Provide and communicate detailed customer requirements to the branch network and management teams, ensure we are operationally ready.
• Manage customer expectations on quality, deliveries and returns. Expedite where necessary.
• Adhere to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.

Key Experiences and Qualifications:

• Proven track record in Sales and Solution Sales.
• Excellent Microsoft office skills including, Excel, Word & PowerPoint and CRM systems.
• Commercial business awareness, with the ability to clearly identify potential profitable opportunities for Specialist Building Distribution Ltd.
• Strong organisational skills.
• Ability to write, develop and implement successful business plans to ensure continued development of profitable growth.
• Ability to analyse data with the intention of identifying current and future performance and to utilise that data in the successful application of business plans.
• In addition to utilise data in the application of budgeting and forecasting.

Desirable Skills and Experience Required:

• Experienced within the new build and specification market.
• Experience of managing a multi-site high volume trading region.
• Tenacious attitude with the desire to complete all tasks and maximise to their full potential all opportunities as they arise.
• Proven experience in delivering sales through development of business relationships.
• Ability to effectively plan and maintain own workloads with specific reference to the outlined job scope and responsibilities.
• Challenging current offering to customers leading to continuous improvements.
• Excellent listening, negotiation, presentation and both verbal/written skills.

Personal Attributes:

• Leadership – strong, consistent, clear, inspire others, integrity, ability to drive through change.
• Empowering Others – Delegation of trust, correct controls, feedback, communicate accountability and responsibility.
• Action orientated – Able to deal with problems in appropriate time frames.
• Driven by results – Decisive, confident addressing problems and opportunities, challenging activities to improve performance, demonstrate willingness to challenge accepted methods and standards.
• Effective communication – Clear concise written and spoken, ability at all levels, customer, supplier and internal.
• Strategic agility – recognition of a changing need and speed of response, rapid reaction to challenges.
• High Standards – demonstrating a motivation to improve standards and thereby making a real difference, challenging inadequate solutions.
• Integrity and trust – demonstrating a sense of commitment to openness, honesty, loyalty and high standards in undertaking the role.
• People management – demonstrating commitment to working and engaging constructively with internal and external stakeholders.