Business Development Manager
Sales & Account Management
Our client operates in the HVAC sector and they are looking for a BDM to strengthen their team with experience of supporting the retail & hospitality sector.
As Business Development Manager you will research the current routes to market within your allocated sectors and apply strategies for generating and winning work allowing the client to reach its full potential. You will gather informative data about customer trends, requirements, and competition to allow decision making surrounding innovation of sales strategy and product offering within the UK market.
It is expected that you will identify and attract new customers, by delivering business presentations and introduce key employees within the business to represent our sales and marketing proposition. .
Duties and Responsibilities
- Ensuring personal sales targets are met.
- Drive lead generation through using data analytics and sales support teams to identify new opportunities.
- Fully understand the customers key business drivers and emerging needs to ensure customer-centric solutions are created and executed in line with business plans.
- Work with Marketing and Engineering to create identified new CPDs to educate the market.
- Ensure strategic plans are in place in line with the overall strategy to grow our customer base whilst delivering existing business with key customers .
- Demonstrate your ability to build long term relationships, develop and grow the business by developing new client relationships and enhancing existing ones.
- Be able to undertake site visits and meetings to discuss projects with customers.
- Liaising with internal departments ensuring they have the relevant information for the project and provide additional support and information in relation to securing orders.
- Prepare and review quarterly business plans which cover relevant goals and objectives.
- Report and communicate into the business via the monthly sales meetings regarding overall account updates, progress on company strategies, sales co-ordination and other key topics.
- With the support of automated CRM reporting on a monthly basis discuss with the Sales Director progress on your agreed targets for specifications, CPDs, conversion of secured projects.
- Monitor customer trends, market and competitor activity and report back into the Sales Director
- Attend trade shows and exhibitions as required.
- Have a flexible approach to working hours, travelling and occasional overnight stays. Typically, 3 days out in the field, 2 days working from home to conduct necessary administration and project tracking.
- Conduct a minimum of 4 customer visits per week.
- To deliver technical support and training to external customers to support CIBSE accreditation.
- Managing workloads proactively to achieve objectives and ensure activity schedules are kept regularly up to date.
Qualifications/Experience required
- Highly collaborative
- Minimum of 3 years HVAC sales experience to consultants and contractors within Retail, End User and or Hospitality is desirable.
- Proven relationships with strong regional Mechanical Consultants and Mechanical Engineers will be expected to turn over £1m in the first year then aiming to grow to £6m by 2025
- Strong technical understanding of heating/ cooling to support selection and specification of all HVAC enquiries, including AHU, MVHR, Air Curtains and Controls
- Regional knowledge of customers, product and competitors is desirable.
- Proven conversion rate of secured projects.
- Comfortable operating at all levels, including directors, project managers and site-based staff
- Demonstrate customer centric behaviours with a passion for customer service.
- Strong client relationship skills.
- Excellent communication and interpersonal skills – ability to network and negotiate.
- Excellent presentation skills.
- Strong planning and organisation skills.
- Ability to work under pressure and meet deadlines.
- Ability to write documents in a professional style.
- The ability to remain flexible and seek alternative options to problems.
- Valid UK driving license.