Job Description – Business Development Executive
Their vision is to be the leading provider of clinical and management systems to social care providers in the UK. The company has experienced strong growth over the past few years and is in the process of aligning all products and services under their brand. With over 50 staff and turnover of over £4m, we are positioned well to continue to expand in an exciting growth market.
The purpose of this role is to generate revenue from the creation of new business opportunities and the management of existing client relationships. The role entails selling our client’s suite of solutions for the extra care/domiciliary sector and care home sector.
Reports to Sales and Marketing Director
Working with the marketing function and the Sales Director to identify, qualify and close new business including:
o Preparing and managing your own prospect list.
o Cold calling prospects, and developing an assessment of the needs of the prospect, the organisation structure and decision makers, and potential for our client to assist their care delivery.
o Utilising the CRM to update prospect information, including identifying stakeholders within the organisation, and qualifying the lead.
o Preparing presentations and other materials for use with prospects and clients.
o Securing and attending meetings to discuss potential client needs.
o Undertaking demonstrations of our client’s products both on site and via webex.
o Preparing sales proposals, quotes and supply agreements for presentation to prospects and clients.
Working directly with clients post-sale to ensure an excellent client experience, including:
o Liaising with the implementation team to ensure seamless handover of the client for service delivery post sale.
o Monitoring implementation and training projects in close liaison with the implementation consultants and client contacts, providing point of escalation in the event of issues.
o Managing the clients relationship post implementation in accordance with the agreed client engagement model, including regular updates, calls, visits as appropriate.
o Ensuring clients expectations are managed in advance of the annual renewal process.
o Ensuring all outstanding queries are resolved, and working with the accounts team to ensure all debtors are collected within payment terms.
o Identifying further opportunities in the client base for additional products and services.
o Gaining referrals from clients for further new business.
Managing your own administration and work activities including:
o Book your own appointments, maintaining your own calendar and travel and accommodation needs.
o Maintaining the company’s CRM with up to date, accurate and complete information on clients and prospects.
o Preparing regular forecasts and reports on sales activities.
o Preparing and lodging expense and mileage reports in a timely and accurate manner.
Working with and as part of the sales team
o Share competitive dynamics and competitor intelligence gained in the field.
o Attend and contribute to sales meetings.
o Identify and plan for emerging client needs/issues.
o Attend exhibitions and other marketing events.
The role involves extensive travel across the UK with regular overnight stays around the country.
Significant experience of finding, developing and closing new business accounts in a business to business sales environment.
Experience in the software and/or healthcare sector with a focus on sales of software solutions and associated professional services.
Highly proficient in the use of technology, including Microsoft Office suite and CRM.
Strong knowledge of software services and solutions business and technology.
Ability to communicate clearly and concisely complex issues in a simple way.
Ability to work with and influence varied stakeholders within an organisation.
Ability to work independently and autonomously.
Knowledge or understanding of the social care sector.
Relevant degree in a business or healthcare discipline.
Strong track record of developing and closing new business.
Collaborative but action oriented approach, with high comfort operating autonomously.
Pragmatic but detail oriented, and ability to be able to quickly prioritise actions.
Solid business acumen and communication skills.
Energy and drive to achieve.
The primary measure will be sales generated, which will go to attainment of commission. In addition, success in the role will be assessed on
Number of leads and appointments created (pipeline) and attended.
Accuracy and completeness of CRM.
Client satisfaction and retention.
Accuracy of forecasts.
Adherence to company requirements around pricing parameters, timely filing of documents and reports and behaviours in line with their values.
Remuneration and benefits
o Market competitive base
o Car allowance
Provision of laptop computer and smart phone
Provision of a company credit card for agreed business expenses
20 days paid holiday per annum + 8 public holidays + 5 days which are nominated by the company, usually around Christmas and New Year.
The company operates a contributory pension scheme and entrance is voluntary after 6 months service with 2.5% of your salary contribution matched by the company.
Integrity – Be honest, consistent and transparent
Clients – The centre of what we do
Accountability – Take responsible action
Respect – Embracing diversity
Innovation – Find better ways
Simplify – Make it easier
For more details, please call us on 0333 358 3241.