Senior Business Development Manager

JOB TITLE

Senior Business Development Manager

Sales

Sales Director

To develop and grow new business opportunities for Non-KAM accounts with volumes between 500 to 1000 containers per year (B Customers). Manage and develop a portfolio of existing customers within the business with face‑to‑face meetings to build relationships and opportunities with an active sales pipeline through the company CRM system Salesforce to ensure continued growth within the BWS sector and company cluster.

Meet set monthly GM targets ensuring growth and new opportunities are being maintained. Deliver customer service excellence and satisfaction, acting as an extension of the customer within Hillebrand‑Gori, ensuring that the customer requirements are clear and supported with agreed SOPs. Continually review the pipeline and update these opportunities through the sales process. Manage and support the inside sales team, ensuring the customer portfolio of C&D accounts, sales leads and quotes are maintained and responded to customer requests in a timely manner with set KPIs and updated within Salesforce.

Review and report on monthly GM targets and KPIs to ensure productivity is being maintained with the team.

• Act as the key interface between the client, all relevant products and departments including HR, Finance and IT, as well as communicating with overseas locations.
• Proactively assess and validate the client’s needs on an ongoing basis, deliver continuous improvement plan and value‑added solutions.
• Promote JSV with Operations and product support.
• Build strong relationships with customers.
• Co‑ordinate and drive internal alignment to meet customer performance objectives and expectations.
• Maintain high client satisfaction ratings.
• Manage inside sales team to ensure customer portfolio, KPI and GM targets are being met and maintained.
• Maintain assigned customer portfolio and new business growth plan, targets met.
• Review personal and team KPI targets on a monthly basis.
• Conduct monthly one‑to‑one meetings with the Sales Director.
• Prepare M /Q  including presenting KPI stats for assigned customers.
• Provide regular updates to Sales Director, the business sponsor and wider business.
• Create, manage and achieve a client‑by‑client budget, including revenue and GP growth plans.
• Ensure that agreed rates exist and are updated for all business through Salesforce and the commercial team.
• Look for win‑win solutions with clients.
• Support the Finance/Accounting department in case of unsettled invoices.

• In addition to this you are required to carry out any other duties as reasonably requested by your Manager.

• Lead the inside sales team, manage the customer portfolio and indirectly oversee the customer service teams and senior management.
• Take reasonable care of your own and your team’s health & safety in the workplace.
• Report hazards in your work or work environment that may put your or anyone else’s health & safety at risk.
• Lead the Inside Sales team.

• Inside Sales team, Senior Management, Product, Customer Service Teams, Finance, Overseas relationships.

• As discussed with your line Manager.

• A self‑starter.
• Sales development and relationship management.
• Able to work successfully on own, but also as part of a team.
• Superb communicator and networker.
• Ability to maintain long‑term professional relationships.

• Good use of computer skills including Excel, PowerPoint etc.

• Good standard of written and spoken English.

• Experience of sales and sales team management.
• Excellent relationship building skills.
• Identifying new growth opportunities.
• Ability to demonstrate win‑win scenarios.
• Ability to prioritize, organise and manage time efficiently is essential.
• Good presentation skills.
• Ability to formulate plans from complex data or scenarios.
• Industry experience from a “client” perspective.
• Minimum 5 years direct selling experience.

09.23