LOCATION: LONDON
DIRECT REPORTS: NO
DEPARTMENT: SALES & MARKETING TEAM
REPORTING LINE: CEO
REMUNERATION: Salary basic £60k (OTE £90k) + pension +share options
THE ROLE
Emu Analytics is looking for a Business Development Manager (BDM) to lead (by example) and grow their business development and account management team. The BDM will take responsibility for new businesses, supporting clients and growing usage and value of existing clients.
KEY RESPONSIBILITIES
- Understand the market and key clients, and use this knowledge to provide ‘best in class’ service to clients
- Build specific market knowledge and be an expert in understanding and communicating the benefits of Emu Analytics software
- Build a robust and up to date new sales pipeline
- Ensure an accurate pipeline of renewals is maintained
- Discover potential clients by growing, maintaining, and leveraging a network of contacts
- Build and develop relationships with clients
- Manage renewals, client usage reports and invoicing
- Support management of third-party distribution/system integrator agreements
- Attend and present at industry functions such as events and conferences and feedback to the team on market trends and news
- Ensure clients’ data is accurately entered and managed within our customer relationship management system
- Accurately forecast new sales and renewals targets, and ensure they are met
- Ensure that the client delivery team deliver to spec and on time
THE CANDIDATE EXPERIENCE
- 5 years’ experience in a sales/account management/business development role in a single business
- Degree-level educated
- Experience in the sales of SAAS/enterprise software products in the aviation, rail or large transport operations such as road and maritime
- Experience in selling and managing licenced/renewable products
- Experience in partnering with larger organisations and consortia in RFI / tender responses whereby our products are a component of a larger offering
- Experience in sales and the processes of enterprise software / SaaS business development to transport organisations within the UK with experience selling into organisations outside the UK (Europe, Australia and North America being target sectors)
SKILLS
- Ability to quickly understand client needs, achieving consistent client contact and growing revenues
- Ability to consistently increase the value of our relationship with clients
- Demonstrates a high level of proficiency in working with all levels from operations staff to C-Suite
- Technical competence (ability to learn how our software works etc.) with strong MS Excel skills
- Excellent communication both written and verbal (including presentation skills)
- Ability to create high-quality and impactful proposals and presentations
- Ability to negotiate
ATTITUDE
- Detail-orientated
- An interest and network in the aviation sector is essential
- An additional interest & network in other large transport sectors (rail, road, maritime) is useful
- Motivated by financial targets and company values
- Demonstrates impeccable honesty, integrity and confidentiality in all matters at all times
- Reliable, positive and professional can-do attitude
- Ability to work in a fast-paced and changing environment
- Proactive with an ability to work under pressure taking full responsibility to meet deadlines and targets
- Interacts well and respects people from all disciplines and backgrounds to accomplish a task or goal
- Goal-orientated
- Ability to successfully manage multiple tasks at once
COMMERCIAL APPROACH
- Consultative Sales
- Renewal cycle: every 12 months
- Quarterly updates with clients
- Must want to network/prospect with business and manage the relationships
- Strong account management skills required as managing existing accounts will form approximately 50% of the role. The remainder will be generating new business
OPPORTUNITY
- Ability to benefit from expertise of the technical software and delivery team in providing account support
- Opportunity to collaborate with marketing on campaigns and events
- To develop in the business to become a Sales Director and to lead a team of sales and account managers
- Support from the Board and the Leadership and Management team to help grow your expertise and experience, and be successful
OUR COMMITMENT TO YOU
- Company pension
- Employee Share options scheme
- Healthcare scheme
- Electric Vehicle Salary Sacrifice scheme
- Cycle to work Salary sacrifice scheme
- Training and the opportunity to develop new skills
- Holiday: 25 days
- Discretionary: Summer Hours (4.5 days per week during June – Aug, finishing at 1pm on Fridays where viable)
- Discretionary: Company performance linked bonus payments – based on year end profitability of the business
- London weighting for staff predominantly working from the London office (for non-work-from-home employees)
- Being part of a dynamic and innovative micro-SME with strong growth ambitions
- Team events such as hiking, ‘bake off’, axe throwing, seaside activities and charity work
To apply, please send your CV and a covering letter to:
hiring@emu-analytics.com
No agencies or recruiters please
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