Business Development Executive

Department: Sales & Marketing

Section: Sales

Reports To: Business Development Manager/General Manager

Job Summary: The Business Development Executive will focus on customer acquisition. Lead generation and prospect management are the main concern as the business development executive will garner and meet with potential clients. Researches client business referrals, network, and web leads. Provide prospective customers/clients with all services offered, and additional presentations as needed. Work with the client to create solutions for their needs and consult through the sales process. Must be energetic, well-spoken, and eager to close sales and increase revenue.    

Job Duties:

·         Identifying, qualifying, and securing business opportunities

·         Building business relationships with current and potential clients

·         Collaborating with sales and leadership to secure, retain, and grow accounts

·         Developing customized targeted sales strategies

·         Creating informative presentations; Presenting and delivering information to potential clients at client meetings, industry exhibits, trade shows, and conferences

·         Coordinating business generation activities

·         Responding to client requests for proposals (RFPs)

·         Answering potential client questions and follow-up call questions

·         Creating and maintaining a list/database of prospect clients

·         Maintaining short- and long-term business development plans

·         Maintaining database (Salesforce, CRM, Excel, etc.) of prospective client information

·         Cold calling; making multiple outbound calls to potential clients

·         Understanding client needs and offering solutions and support

·         Researching potential leads from business directories, web searches, or digital resources

·         Qualifying leads from digital campaigns, conferences, references, tradeshows, etc.

·         Closing sales and working with the client through the closing process

·         Meeting or exceeding annual sales goals.

·         Meeting all quotas for cold, active, inactive calls, appointments, and interviews

·         Maintaining a pipeline of all sales administration using CRM software

·         Collaborating with management on sales goals, planning, and forecasting

·         Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.

·          Enhances organization reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.

New Business Development 

·         Prospect for potential new clients and turn this into increased business.

·         Cold call 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 relationships with new clients.

·         Set up meetings between client decision makers and company’s practice leaders/Principals.

·         Plan approaches and pitches. * Work with team to develop proposals that speak to the client’s needs, concerns, and objectives.

·         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.

Client Retention

·         Present new products and services and enhance existing relationships.

·         Work with technical staff and other internal colleagues to meet customer needs.

·         Arrange and participate in internal and external client debriefs.

Business Development Planning

·         Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.

·         Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.

·         Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.

·         Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Management and Research

·         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. 

Skills & Expertise

·         Consultative Selling

·         Up & Cross Selling

·         Presentation Skills

·         Customer Focused

·         Practice Integrity & commitment

·         Work Organizing

·         Strong Following

·         Self-managed

·        Highly Initiative

Personality & Attitude

·         Well Groomed

·         Professional Sales Acumen

·         Multi-tasking

·         Work Stress Tolerance

·         Open Minded

·         Energetic

·         the ability to listen

·         Adaptable

·         Performance, Goal and Results oriented.

·         Able to meet the strict deadline

·         Punctual (at work on time)

·         Efficient (on-time work)

Experience

·         2 to 4 Years of Experience in the relevant position working with I.T. Organization

o   At least 6 years of total experience.

o   At least 2 years as a Business Development Executive or relevant position.

o   Minimum 2 years of Middle East management experience (preferable but not mandatory).

·         Any certification or training courses on selling skills are preferred but not mandatory    

Language

·         Well versed with English Language (Oral & Written) – Mandatory

Education

·         Must be Graduated in relevant discipline

·          Education in Information Technology will be preferred but not mandatory

·          Well versed with Microsoft Excel, Word & Powerpoint tools

Other Discretions

·         Age should be between 28 to 35 Years

·          Gender should be Male only

Key Performance Indicators

·         Sales Target Achievement (should be achieved with not less than negative 5% variance)

·         Lead to Closure duration (should be achieved with not more than 10% variance from standard)

·         Sales Lead Materialization (minimum 70% of generated leads should be materialized )

·         Ensure Minimum Gross Margins of 50% (except management discrete deals)

·         AR Agining (should be less than 90 days for 90% of the assigned accounts)

·         Maintain activities to achieve a minimum of 80% of selling time (time spent on sales)

·         Success Case Studies (Minimum 2 Case Studies in 1 Year)

·         Post Sales Feedback (Feedback should be getting for 100% leads closed)

·         Post Sales Feedback Positivity (maintain 80% positive feedbacks)

·          Sales Generated From New Customers vs Old Customers (should ratio defined by the company)

Organizational & Job Specific Objectives

Organizational Objectives

·         Customer Satisfaction

·         Cost Effectiveness

·         Increase in Sales

·         Bringing Innovation

·         Process Enhancement & Development

·         Accountability Enhancement

·         Productivity Enhancement

·         Service Excellence

·         Self-Managed Team

Job Specific Objectives

·         Draft winning proposal

·         Learn product & service offerings by customer means

·         Position organization & product to pitch it out of competition

·         Practice Negotiation (No-Discount But Services attitude)

·         Implement Consultative Selling Skills (sell by saying in customer’s shoes, go the extra mile)

·         Ensure Customer Satisfaction

·         Achieve assigned KPIs

·          Achieve Sales Target