Details: Company: https://icotechservices.co.uk/ Job Title: Business Development Manager Reporting to: CEO Line Management: Not initially, but in the next 12-24 months yes Location: Ideally within travel distance of Cardiff (on site 2 times per month). Travel: Yes, to client's sites when required, to events once per month and then to Cardiff twice per month. Renumeration: £40,000 - £55,000 basic, with realistic OTE of £80,000 - £90,000 plus Shares Package. What we do We’re iCoTech’s Business Applications Delivery team, based in the heart of Cardiff. As a Microsoft Gold Partner, we help large organisations improve the way they work using Microsoft Power Platform tools. Our goal is to make operations smarter and more efficient through easy-to-scale technology. We use a unique "accelerator" approach, offering ready-made tools—called iCoRisk, iCoPlan, and iCoView—that help our customers manage projects, risks, and performance more effectively. Are you a results-driven professional with a hunter mindset, ready for your next big challenge? We have an exciting opportunity for an experienced Microsoft 365 Business Development Manager to join our team. In this role, you'll target both public and private sector clients, driving business growth with industry-leading solutions. As iCoTech’s Business Development Manager, you’ll thrive in a fast-paced, dynamic environment, confidently managing multiple sales engagements at once. You’’ have an entrepreneurial mindset and a passion for building strong C-level relationships and lay a key role in driving our business forward. The Role You’ll be a strategic and persuasive communicator, bringing a pragmatic, solutions-led approach to every conversation. By understanding client challenges and goals, you’ll effectively demonstrate how iCoTech’s Power Platform solutions can be tailored to meet their specific needs. As our Business Development Manager, you'll thrive on using your critical and strategic thinking to identify and conceptualise the ideal solution for each client. Naturally curious and opportunity-driven, you're always looking for the next challenge and a chance to deliver value. This role is broken down into 4 categories, in this Job Description we have defined these as: Management Team Membership 10% New Business Sales 40% Existing Customer Sales 40% Partnership Management 10% There are other parts of the role, but the key areas are broken down as per the list above. The percentage split is a view of how much effort is allocated to each of the 4 categories in any given month. Management Team Management (10% of the role) This is a senior role with iCoTech’s Operational Management Team, reporting directly to the CEO. Being accountable for all sales across the business, both New Business Sales and Existing Customer Sales. This role is to pick up the current Sales Methodology, implement it, refine it and improve it. Working to report on the weekly scorecard KPI’s and own every element of sales across the business. Working along side and closely with the Marketing Manager, for the Leads to Conversion process. But also working with the Delivery Manager for resource planning and availability of the Consulting Team. Furthermore this role will be responsible for securing awards of Government Frameworks, to ensure we are on the right frameworks to support our growth aspirations. New Business Sales (40% of the role) You will be responsible for receiving Marketing Qualified Leads from the Marketing Team, But also generating your own leads through your own channels. And then taking the Leads through to Opportunity through a pre-defined Sales Methodology, working closely with the Practice Manager and CEO to navigate through the Pre-Sales processes through to sale. You will be responsible for setting appointments, booking Discovery meetings and working with the customer and procurement teams to effectively close strategic sales across some of the biggest and most diverse organisations in the world. Existing Customer Sales (40% of the role) You will be responsible for working with the Consulting Team, the CEO and the Consultants to implement the Success Framework. This is working with all stakeholders across iCoTech to upsell additional services to our existing customers. There is an outline of a Framework in place already, but this needs to be improved and embedded across the organisation. You will be responsible for completing Service Reviews with Customers, Account Planning Sessions with Consultants and strategic Planning sessions with the CEO, Delivery Manager and Practice Manager. Partnership Management (10% of the role) You will own the relationship between iCoTech and Microsoft, as we are a Microsoft Partner this is a critical factor to the success of this role. Building the relationships with the various Microsoft Stakeholders, mapping accounts against MS account executives, and operating a strategic sales methodology to ensure we hit our Goals. Key Points: This is a diverse and exciting role for someone to take on, with processes and methodologies already in place we are looking for someone to come in take on these existing processes and then rapidly improve and refine them. There are a few key points / requirements to mention below: You will be given leads by Marketing, but you will also have to source your own leads directly, through your own channels You will be expected to increase the conversion rates of new business sales, and decrease the time to buy averages This is not initially a managerial role, as there is only one BDM in place currently. However, the view is that upon successful implementation of the Frameworks, this person would onboard 2-3 additional BDM’s in the future This is a consultative sales approach, you will need experience of selling Microsoft Business Solutions to customers to succeed in this role Required Experience: Ideally as a Business Development Manager you will have the following experience: Experience of B2B selling M365, products, solutions and services Minimum 10 years successful experience in a sales environment Enthusiastic, competitive, and solutions-orientated with a strong work ethic, high levels of confidence and integrity Experience selling to the public & private sector Excellent stakeholder management skills Experience in solution selling tactics and strategic selling High level of data accuracy and experience with Dynamics CRM Experience of managing a long term pot of leads to generate new business appointments Benefits Confirmation: What you will get from us! A competitive salary with commission Relaxed office environment Regular monthly socials Correct support and equipment to succeed within the business 25 days annual leave Bank Holidays Paid day off for charity work Mental health/Duvet Day