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Business Development Director (Telecoms)

Fuel Recruitment Limited



£50000 - £70000/annum + Car Allowance + OTE


Posted: 26/01/2023

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Business Development Director (Telecoms), Derbyshire (UK-Wide travel)
Job Description and Purpose:
The primary responsibility of the Business Development Director (BDD) is to drive the sales of mobile communications, in-vehicle, mobile broadband and IoT solutions into the Utilities, Transportation, Public Safety, Government and Infrastructure sectors throughout the UK marketplace and manage a team of Business Development Managers.
The BDD will focus on finding new customers in the UK, with the objective of maximising and growing established revenue streams within the organisation’s core vertical sectors, and for the negotiating and securing of contracts for the installation, commissioning and maintenance of a range of Telemetry solutions.
The successful BDD will be customer focused, results driven, have a hunter instinct and will play a key role in building and cultivating relationships, creating opportunities and generating new revenue growth.
Principle Accountabilities and Objectives:
* Identification and development of new business within the four key vertical sectors, to deliver mobile communications and IoT solutions to businesses for the region.
* Management and administration of sales pipeline in line with company policy and procedures principally through accurate and routine use of Salesforce
* Accurate forecasting of opportunities both in value and close date, to at least 70% measured on a month by month and year to date basis where any opportunity that is either lost, deferred or moves out of a previous forecast period is counted as inaccurate in the month in which measured. Measurement will be made by value and number of opportunities
* Active account and relationship management such that all accounts are regularly reviewed and regular contact is maintained with all decision makers and stakeholders with face to face customer visits of not less than three monthly frequency
* Accurate qualification of opportunities through all stages of the sales process using SCOTSMAN technique and recorded within Salesforce
* Produce, manage and maintain tailored documentation including P&L’s in response to request for pre qualifications, proposals, quotations and tenders, using approved processes and support from the Bid Department
* Deliver sales training, new product training and act as 1st point of contact for all sales support enquiries
* Work with the marketing department, feeding back market intelligence and identifying opportunities to create competitive advantage through pricing, product positioning, PR, case studies, white papers etc. Provide support and input to the development of marketing activity aimed at your target markets
* Closure of sales opportunities that deliver £T.B.C GM in FY23 (Note the GM Target will be set within the first 5 weeks of appointment following an assessment of the current pipeline, target markets and opportunities
* Focused on establishing & building multi-level relationships with the objective of growing the account base & identifying new opportunities to grow customer loyalty
* Ability to understand the customers business, the market place they operate within, their products & services key markets, customers & competitors
* Must establish business drivers & initiatives and understand the customer’s critical success factors
* Ability to build virtual teams of resource within the company to deliver clearly set customer expectations. Act as the customers advocate achieving mutually profitable relationships between our organisations
* Comply with company & local standards, procedures & protocols with specific responsibility for performance to sales key performance indicators. Including the timely and accurate updating and maintenance of the company Relationship Management Database, Scotsman and Sales Reports.
* Prepare and maintain account development plans together with accurate forecasts of expected sales opportunities, business pipeline, sales orders, revenue & key deals as and when required by the business
Core Competency - Skills/Knowledge/Qualifications:
* A minimum of 10 years’ experience of selling into the mobile telecommunications sector
* A minimum of 5 years sales management experience
* Experience with HSQ and OSI SCADA systems
* Familiarity with NERC, SCADA Standards and Regulations
* Experience in IoT, Wi-Fi, Router, NodeRED, LoRaWAN, Bluetooth solutions
* Experience of selling DMR Tier II and Tier III solutions
* Knowledge of In-Vehicle solutions also advantageous
* Proven success in your sales ability and demonstrable full knowledge of the sales process
* Confident negotiator and ability to ‘close the deal’
* Strong client management skills and ability to keep promises
* Capable of hands on problem-solving, with ability to generate ideas and solutions
* A positive and determined approach to researching and analysing new business opportunities
* Ability to cope with competing demands and to prioritise tasks
* Ability to deliver a tailored sales process to achieve targets/KPI’s by generating leads, asking probing questions, using most appropriate features & benefits on clients needs and matching with a tailored solution

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