The mission of a BDM is to bring on profitable New Business accounts to the company through new lead generation, as well as carry some working accounts, contacts and relationships over from previous positions wherever possible. The white space within these accounts should then be developed to achieve the BDM’s quarterly and annual GP targets.
Outcomes
- Candidate must be able to use business development skills to engage Net New accounts, then build, manage and develop these to generate regular spend.
- Continually building new business pipeline to grow earnings.
- Have a good knowledge of current IT themes and is proactive in developing this knowledge.
- Able to recognise a project opportunity and engage the correct internal/external specialists in order to develop it, present and close opportunity.
- Be a confident negotiator and utilise this on a daily basis when dealing with clients, vendors and distributors.
- Hit, or preferably exceed monthly, quarterly and yearly GP targets.
- Have interest in specialising in a particular technology or category (not obligatory, but useful).
2. Embody Outstanding Customer Service
- Live and breathe outstanding customer service in line with BDR’s core values.
- Tactfully challenge customer assumptions to add value to their business.
- Maintain value add on quotes whenever possible to differentiate.
- Generate referral business through high service levels and strong customer relationships.
- Maximise client earnings, retain clients and make consistent progress with white space.
3. Book 14 and attend 10 new business meetings per month
- Manage CRM to ensure target companies match BDR’s criteria
- Proactively cold call new business prospects with a view to book face to face meetings, understand their business, find quotes and build a consistent new business pipeline.
- Meet any and all relevant decision makers and influencers.
- Ensure meetings booked are not cancelled through the use of marketing and value-add.
- Build a strong new business pipeline and deliver sales forecasting to line manager
- Candidate will preferably be currently managing accounts that are doing £6,000+ GP business per month in the mid-market sector, or will have done so in a recent role.
- Have foresight of future monthly and quarterly targets and strategically seek out opportunities to hit these.
- Accurately forecast opportunities for current month and quarter and feed this back to the manager on a weekly basis.
Competencies
- Drive – Wants to win and hit targets.
- Enthusiasm – Have lots of energy and exhibits passion and a positive, can‑do attitude in their role.
- High standards – Expect nothing but the best especially when it comes to customer service. Always a role model and exudes confidence in their ability.
- Self‑Motivated – Able to push themselves outside of comfort zone, keeping long term goals to the front of mind.
- Clear communicator – Be able to communicate BDR’s core values and services offerings to the team and customers in a clear way. Can adapt the way they engage people from Junior to CEO’s.
- Technology savvy – Has an interest in technology and has sold a wide variety of business lines to various customers. (e.g. client device, servers, storage, networking, etc)
- Teamwork – Feel happy to ask for help from their team and line manager. Be able to work collaboratively and take on feedback and criticism in the appropriate fashion. Willing to share skills and expertise with team mates, pitch in to help others in order to achieve overall business aims.
- Persuasion – Be competent in convincing others to pursue a course of action.
- Relationship building – This is integral to the role. It is required to carry accounts over to the business and to build relationships with new clients, as well as to build trust internally. Understands the customer engagement, able to build client relationships as well as coach others to do so.
Behaviours
- Think big – Seeing the bigger picture is important. We want candidates to have the confidence to be targeting big accounts that have the potential to hit targets next year and not just be focused on the month in hand.
- Self analytical – It is essential to regularly review your accounts and performance in order to make the changes necessary to improve. This will be done individually, with peers and with a line Manager.
- Confidence – Feel confident in your role as this will have a huge underlying impact on your results, particularly in new lead generation and in closing opportunities.
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