Safety Management Consultancy - Business Development Manager

Job description / Role

Safety Management Consultancy - Business Development Manager - Business to Business / Services Sector

Overview of the Position
The client is an international management consultancy specializing in Enterprise Transformation. With a focus in the energy, mining and construction industries, they help multinational corporations generate extraordinary performance results around the globe. They are a world leader in workplace safety consulting and in the creation of High Performance Projects and Organizations. They are also leaders in performance coaching.

The position encompasses business development and sales to existing accounts with responsibilities involving building relationship, coordinating activities, preparing change orders and scoping documents, drafting proposals, and preparing and reviewing work plans collaboratively with the Business Unit Leader, Senior Business Development Manager, Marketing & Sales Administrators, Consultants, Engagement Coordinators, the Resource Coordinator, Operations Manager and Finance Manager.

Expectations of the Position
Responsibility for meeting agreed sales and expenses targets for area responsibility.
Work closely with the Senior Business Development Manager giving input into Marketing & Sales Strategy, including client/sector analysis, predicted sales and resources necessary to support commitments.
Support Senior Business Development Manager in preparing monthly sales forecast. Initiate, generate and participate in developing or preparing proposals and other related documents for extensions to contracts with existing customers in collaboration with Operations as assigned by the Business Unit Leader or Senior Business Development Manager.
Preparation and execution of client relationship plan, including support required from other in house functions.
Maintain contact with existing clients, answer their questions, and deal with complaints and requests.
Quote professional fees and expenses calculated in collaboration with operations and finance departments, as directed by the Business Unit Leader or Senior Business Development Manager.
Work on new business development as directed by the Senior Business Development Manager.
Promote the sales of additional company services for assigned accounts.
Participate in analyzing and interpreting records of present and past sales, trends and costs, and estimated and realized revenue as directed by the Senior Business Development Manager.
Provide input into marketing requirements deemed necessary to increase company visibility and invitations from prospective clients.
Report to the Senior Business Development Manager.

Solicitation
Identify and solicit potential clients within agreed sector focus.
Consolidate and leverage existing relationships (warm) to maintain business and create new opportunities.
Support Consultants and Managers with client relationships and interfaces.
Arrange, administer and deliver participation in approved conferences, seminars, exhibitions and client related presentations. Seek necessary support from in house functions.
Promote extended relationships between Clients and our M & S team/consultants.

Sales
Manage sales enquiries and negotiation process, within company policies/procedures. All proposal activities to be closely coordinated with Marketing and Sales Administrators and Senior Business Development Manager. Resolve disconnects between Clients and contract Terms and Conditions. Deliver targeted sales for identified territory, meeting Day Rate, Total Sales, budgeted Expenses and monthly Aligned forecasts.

Other
Utilise and maintain current status of all CRM input data related to Contracts, Opportunities and Sales.
Identify and access appropriate training, both internal and external to the company, necessary to maintain market and practice knowledge base.
Support other M & S requirements, as directed by Senior Business Development Manager.
Provide area presentations/papers to functions as directed.

Conditions for Success
Support Senior Business Development Manager in meeting agreed targets for Sales and Expenses.
Develop network of client relationships across agreed industry sectors and delegate contacts into wider M & S team.

General Responsibilities
Deliver assigned work to achieve the desired impact.
Own development of self.
Follow work processes.
Subject matter expert in marketing and sales.
Collaborate and coordinate with other regional counterparts on global engagements.
Educate, own and fulfill on the Regional Focus.
Assure the health and well-being of other community members and direct reports.
Communicate openly, honestly and responsibly.
Be a model of company values and practice principles.
Follow, implement and comply with all company Reporting Practices.

Requirements

Bachelors degree in business, finance, sales or marketing with 10 years of corporate, business to business sales experience.
Proven track record in Business Development with a consistent career or delivery against targets, KPIs and other financial settings.
Proven ability to deliver in previous companies, seeing through change management, goal setting from a cradle to grave completion.
High degree of proficiency in the following:
- Word
- Excel
- Outlook & Calendaring
- Adobe Acrobat Reader
- CRM (salesforce.com preferred)
Ability to develop long-term plans and programs and to evaluate work accomplishments.
Analytical and problem solving skills.
Ability to establish and maintain effective relationships with the global community.

About the Company

We are a niche International Search and Selection Consultancy specialising in professional executive appointments within:

• Real Estate - Developers, Client Organizations, PMC/ PQS, Construction Management, JVP, Design & Consulting • Finance - Banking, Funding, Accounting & Auditing, Financial Services • Law - In House Counsel, Paralegal, Solicitor/ Legal Counsel • Consultancy - Design, Planning, Sustainability, Master Planning • Corporate - Operational, IT, Sales & Marketing, Communication & Corporate Governance • Industry - Consultancy, Innovation, FMCG, Manufacturing, Logistics, IT & Technologies, Oil & Gas

BPW offer a complete 360 degree solution to a client\'s talent sourcing need. Our success is a result of hard work, industry knowledge and experienced teams focused in key market sectors.

Our focused, tailored and programmed approach targets the best people in the market offering the best candidate pool in a client\'s search. Our products are tailored to the wants and needs of the client, offering a bespoke solution.