Overview
The Business Development Manager is responsible for driving revenue growth by identifying, engaging, and converting potential customers into paying clients. The post holders achieves this by understanding customer needs, presenting tailored solutions, and building long-term relationships that foster loyalty and repeat business.
Key Responsibilities:
Pipeline Development & Lead Qualification
* Proactively identify and research prospective corporate and individual members, partners, and sponsors.
* Work with the new business team to generate qualified leads through outbound outreach (calls, emails, networking, social media). Identifying potential customers who may benefit BCS's products or services.
* Maintain and update the CRM database with accurate lead and opportunity data.
* Assess identified leads for their suitability by evaluating factors like budget, need, and decision-making authority to ensure they are worth pursuing.
Relationship Building
* Engage with potential clients to understand their needs and demonstrate how the Chartered Institute can meet them.
* Act as the first point of contact and to manage opportunities and progress them, to close.
* Presenting Solutions
* Tailor presentations and demonstrations to showcase how BCS can address the specific needs and challenges of each prospect.
Negotiating and Closing Deals
* Engage in negotiations to agree on terms that are mutually beneficial, aiming to close sales and secure commitments from customers.
Key Deliverables:
* Meet or exceed monthly, quarterly, and annual sales quotas.
* Generate revenue as per expectations
* Growth in the sales pipeline
* Identify and close new business opportunities for growth
* Identify potential clients through cold calling, networking, or referrals & develop and maintain a pipeline of qualified leads.
* Provide timely and effective solutions to customer needs.
* Clearly communicate benefits and features to potential customers.
* Maintain accurate records of sales activities, client interactions, and deal status in CRM systems.
* Prepare sales reports, forecasts, and market analysis for management.
* Work closely with marketing, customer service, and product teams.
Person Specification
Education & Qualifications:
* 5 GCSE's including Maths and English at Grade 4-9 / above Grade C or equivalent
* Professional certifications (e.g., in sales, negotiation, or leadership) are advantageous.
Experience:
* Demonstrable experience in a business development or sales role, preferably in a B2B
* environment.
* Proven track record of generating and nurturing leads, closing deals, and growing revenue.
* Able to use Microsoft packages including Outlook, Word, Excel & PowerPoint and Salesforce as a CRM.
Competencies & Skills:
* Excellent verbal and written communication
* Strong presentation and persuasion abilities
* Ability to close deals and negotiate favourable terms
* Focused on meeting customer needs and building trust
* Hands-on experience with lead generation and developing a consistent pipeline of prospective clients.
* Proactive, adept at identifying growth opportunities
* The ability to build relationships, and create value for both the company and its clients.
* Ability to forecast future revenue based on pipeline activity.
* Excellent interpersonal and communication skills, capable of building relationships with senior client stakeholders.
* Strong drive to achieve targets and exceed expectations
* Ability to work independently with minimal supervision
* Works well within a team and contributes to group goals
* Excellent persuasion skills to overcome objections and gain client trust.
* Ability to identify client needs and propose tailored solutions.
* Experience with CRM systems (Salesforce, HubSpot) to manage and track the sales pipeline.
Knowledge:
* Knowledge of the IT / membership and professional bodies / learning and development products and organisations
* CRM & Sales Technology Proficiency - Strong working knowledge of sales tools and CRM platforms (e.g., Salesforce, HubSpot).
Special conditions:
* This role may include some UK travel.
* Full UK driving licence will be required.
* This role may be required to work outside of office hours/weekends to attend social or networking events or conferences
Job Types: Full-time, Permanent
Pay: Up to £36,500.00 per year
Work Location: Hybrid remote in Swindon