Details:
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Job Title: Business Development Manager
Reporting to: CEO
Line Management: Not initially.
Location: Ideally within travel distance of Cardiff.
Travel: Yes, to client's sites when required, and to Cardiff once per month
Remuneration: £40,000 - £550000 basic, with realistic OTE of £100,000.
What we do
Were iCoTechs, a small Microsoft Partner based in the heart of Cardiff. As a Microsoft Gold Partner, we help large organisations deliver change using Microsoft Power Platform. Our goal is to make project delivery smarter and more efficient through easy-to-scale technology. We use a unique accelerator approach, offering ready-made toolscalled iCoRisk, iCoPlan, and iCoView that help our customers manage projects, risks, and performance across their organisations more effectively.
We have customers across the world but predominantly here in the UK across the Public Sector, our Team is based across the UK with iCoHub (our office) being in Cardiff. We have strong relationships across our customer base and Microsoft, and we have a brilliant Marketing Team to work along side.
The Role
Are you a results-driven professional with a hunter mindset, ready for your next big challenge? We have an exciting opportunity for an experienced Business Development Manager to join our team. In this role, you'll target public sector accounts, driving business growth with industry-leading solutions.
As iCoTechs Business Development Manager, youll thrive in a fast-paced, dynamic environment, confidently managing multiple sales engagements at once. Youll have an entrepreneurial mindset and a passion for building strong C-level relationships and lay a key role in driving our business forward.
Youll be a strategic and persuasive communicator, bringing a pragmatic, solutions-led approach to every conversation. By understanding client challenges and goals, youll effectively demonstrate how iCoTechs 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 70%
Partnership Management 10%
Existing Customer Sales 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 3 categories in any given month.
Management Team Management (10% of the role)
This is a senior role with iCoTechs Operational Management Team, reporting directly to the CEO. Being accountable for new business sales across the business.
This role is to pick up the current Sales Methodology, implement it, refine it and improve it. Working to report on the weekly scorecard KPIs 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 (80% 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.
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.
Existing Customer Sales (10% of the role)
You will be supporting 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.
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 BDMs 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
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