Senior Business Development Executive

SUMMARY  

The Senior Business Development Executive is a seasoned professional responsible for driving significant business growth through a deep understanding of client needs and strategic selling. This role requires extensive expertise in sales, business development and client relationship management. The Senior Business Development Executive leverages his/her extensive industry experience, using a consultative approach to identify, develop and secure new business opportunities through to closure and is responsible for achieving individual annual revenue targets for the region. The role will work in concert with various internal stakeholders to not only respond to the demand created through existing channels but to utilize their network to stimulate opportunities themselves.

This role focusses on high-level client engagement, strategic planning and driving revenue growth through tailored solutions. The role holder must be an effective networker and problem solver that is comfortable working with all levels of client organizations.

This role is a hybrid role working remotely from home approx 60% of the time and can be based anywhere in USA.

ROLE DESCRIPTION

1. Strategic Business Development

• Develop and execute comprehensive business development strategies to meet organizational goals.

• Partner with CRO to identify and prioritize target markets, clients and business opportunities.

• Leverage, facilitate and drive CCi’s sales methodology to ensure a systematic approach to opportunity development (discover, design and deliver) through to opportunity closure and implementation success in coordination with the broader team.

•Document and regularly update communication and sales activities in the CRM platform to ensure knowledge management is captured and to help inform strategic focus and direction.

•In conjunction with the Head of Sales Operations prepare weekly progress, pipeline and forecast reports to review with the wider Sales team.

2. New Client Relationship Management

• Cultivate and maintain strong relationships with key clients and stakeholders.

• Identify the decision-makers and influencers, understand the symptoms and causes discovering the prospect’s problems and challenges (pain points) mapping CCi value proposition to provide solutions to the prospect’s needs and making CCi relevant to all prospects.

• Act as a strategic advisor to new prospective clients, providing insights and solutions that align with their business objectives.

• Develop a value hypothesis (including client return on investment) that will establish relationship/s with the C-Suite and core decision-makers, creating deep, meaningful and relevant engagements with qualified prospects.

• Develop accurate budgets and forecasts.

3. Consultative Selling

• Using a consultative approach own the diagnose, design and close stages on the sales pipeline and have the knowledge and contacts to bring in the right experts at the right time to support the closing of sales.

• Engage with clients to understand their needs, challenges and goals.

• Present and propose customized solutions that address specific client requirements and drive value.

• Coordinate face to face meetings with prospect clients and work with inside sales to conduct demo presentations and to continue to drive the sales process through client relationship management.

4. Sales Leadership

• Lead the sales process from prospecting to closing deals, managing the facilitation of proposals and negotiations while identifying and influencing decision makers.

• Negotiate and execute commercial and legal contracts (NDA’s, MSA’s, License Agreements and SOW’s) drawing in CRO, Head of Sales Operations and General Counsel when required.

• Mentor and support junior business development staff, providing guidance and sharing best practices.

5. Revenue Generation

• Drive revenue growth by meeting or exceeding sales targets and Key Performance Indicators.

• Negotiate contracts to maximise profitability.

6. Cross Functional Collaboration

• Collaborate with marketing, solutions, consulting. and other departments to ensure cohesive business development efforts.

• Provide feedback to internal teams to enhance products and services based on client feedback.

7. Product Knowledge

• Stay abreast of product and consulting service updates, to ensure knowledge is current and demonstrated with confidence to future clients.

8. Growth Mindset

• Stay updated on market trends and emerging sales management processes, techniques, and technologies.

• Positively challenge the creating of sales tools considering latest thinking to support the growth of the company.

• Maintains own professional development by regularly asking for feedback, proactively reflecting and identifying personal learning and development opportunities to grow as an individual.

Requirements

QUALIFICATIONS / EXPERIENCE 

• Bachelor’s degree in Business, Marketing, Engineering, Operations Management or a related field.  An MBA or other advanced degree is preferred.
• Lean Six Sigma Black or Green belt certification or equivalent experience in continuous improvement methodologies.
• 10 + years experience in business development, sales or a related field.
• Preference to have experience selling software to Manufacturing and Supply Chain organizations.  
• Proven track record of success in consultative selling and achieving sales targets.
• Proficiency in using Salesforce and CRM software.

PERSONAL ATTRIBUTES 

• Deep understanding of world class manufacturing and supply chain principles, methodologies and practices. Abreast of market trends and client business environments.
• Ability to thrive in a dynamic and fast paced environment.
• Must be customer oriented and have a passion for serving others, striving to exceed expectations.
• Exceptional communication, presentation and interpersonal skills to build rapport and trust with clients.
• Situational Leadership leaning to espouse critical thinking, problem solving and data driven decision-making capability to assess and diagnose proper client approach.
• Advanced analytical skills, ability to analyze data, client needs and competitive dynamics.
• Strategic thinker, demonstrating a high level of initiative, with strong problem solving skills.
• Ability to collaborate with product SME’s and specialist consultants to design and customize solutions.
• Ability to express technical concepts clearly and concisely.  
• Ability to create solutions that deliver measurable value for both our clients and CCi.
• Strong negotiation skills and experience executing commercial and legal contracts.
• Maintain high ethical standards and integrity in all business interactions.
• Strong Leadership and mentoring skills, ability to inspire and guide teams towards achieving business objectives.
• Strong business acumen, financial and reporting experience required.
• Ability to leverage technology for data analysis and strategic planning.
• Self driven to achieve tangible business development goals, displaying resilience and tenacity.
• Flexible in approach, open to feedback, drives for continuous improvement, acts as a positive change agent.

Benefits

Competitive Base Salary

Sales Incentive Program approx 30% of salary