National Business Development Manager, Retail

National Business Development Manager, Retail

Department: Sales – Retail Sales

Employment Type: Permanent – Full Time

Location: UK/Field based

Reporting To: UK Sales Director

Description

Key Responsibilities

• Professionally trained New Business ‘hunter’ with at least five years of demonstrable success in achieving sales success at a National level and major opportunities.
• Prospect for potential major new clients and convert the opportunities into new business relationships.
• Demonstrate that they have or can quickly build an extensive network of contacts.
• Direct approaches as appropriate within your market or geographic area to ensure a robust pipeline of opportunities. * Meet potential clients by growing, maintaining, and leveraging your network.
• Identify potential clients, and the decision makers within the client organization.
• Research and build a network of relationships with new clients.
• Set up meetings between client decision makers and company’s practice leaders/Principals.
• Plan approaches and pitches. * Work with the team to develop proposals that speak to the client’s needs, concerns, and objectives.
• Create new routes to market to creatively position Glory portfolio of hardware/ software solutions to a client base.
• Have the credibility of a reputation as a trusted/ knowledgeable partner to prospective clients.
• Participate in pricing the solution/service.
• Handle objections by clarifying, emphasizing agreements, and working through differences to a positive conclusion. * Use a variety of styles to persuade or negotiate appropriately.
• Present an image that mirrors that of the client.
• Drive the entire sales cycle from initial customer engagement to closing sales.
• Prospects for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking.
• Maintain a high level of relevant domain knowledge (Retail, Wholesale, Hospitality, QSR, F&B) in order to have meaningful conversations with prospects.
• Make presentations to senior managers and decision makers.
• Draft and deliver proposals.
• Work with technical staff and product specialists where required to address customer requirements.
• Develop and maintain portfolio plans which outline how sales targets will be met on an ongoing basis.
• Develop and maintain key account plans that identify opportunities for the company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales.
• Report on sales activity
• Cultivate strong relationships with third-party and partner companies that may be required to deliver full solutions to customers.
• Work with marketing to plan and execute lead generation campaigns.
• Provide feedback to sales management on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation.

• Submit weekly progress reports and ensure data is accurate.
• Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
• Forecast sales targets and ensure they are met by the team.
• Track and record activity on accounts and help to close deals to meet these targets.
• Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
• Ensure all team members represent the company in the best light.
• Present business development training and mentoring to business developers and other internal staff.
• Research and develop a thorough understanding of the company’s people and capabilities.
• Understand the company’s goal and purpose so that will continue to enhance the company’s performance.
• To ensure routine use of bid review/approval processes, sales reporting and pipeline management/CRM tools

Skills, Knowledge & Expertise

• Educated to degree level desirable but not essential

• Several years of related sales experience

• Retail Industry knowledge or background (Either quickly build or ideally have an extensive network of contacts)
• Networking
• Persuasive communication style
• Presentation and public speaking skills
• Research, Analytical & Prospecting skills.
• Motivation for Sales
• Prospecting Skills
• Sales Planning
• Identification of Customer Needs and Challenges
• Territory Management
• Meeting Sales Goals
• Professionalism
• CRM
• Microsoft Office.

Job Benefits

• Company car allowance
• 25 days\’ holiday a year with the opportunity to buy up to five additional days each year
• Competitive Company pension scheme
• Sales Commission Plan
• Ongoing training and development
• Private medical insurance for all employees, (enhanced membership can be purchased for other family members)
• Life assurance
• Income protection scheme
• Dental insurance for all employees
• Employee assistance programme
• Loyalty awards
• Employee wellbeing events and Mental Health First Aiders
• Employee My Benefits portal offering extensive retail discounts
• Opportunity to volunteer for charity work

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