Job Purpose

The Business Development Manager is responsible for increasing sales through winning new clients and thus achieving team sales targets.

Analyse territory and vertical industrial market, to identify the target customers, BDM should work closely with marketing, solution consulting and internal support team. BDM’s prime responsibility is to create customized solutions for identified leads and turn business opportunities into customer acquisition.

The Business Development manager performs all steps of the business development process.

The BDM also manages some relationships with existing clients.

Key Responsibilities

• Drives revenue growth of IP solutions by meeting or exceeding both existing customer and new logo customer goals on monthly and quarterly basis.
• To maintain/grow existing customer uplift base through long-term relationship and build an
• extensive pipeline of new opportunities.
• To contact new leads generated from marketing campaigns, exhibitions, conferences, seminars, customer enquiry and online usage data, analyse information requirements and maximize new business revenue.
• To be proactive in the self-generation of new leads to maximize new business revenue through regular calling of newly identified prospects (Hunting).
• Account management, and growth through upsell and cross-selling activity.
• Builds strong “trust” relationships with clients, creating trust and confidence at multiple levels, including users, key contacts, managers and business leaders, to increase revenue and sales opportunities.
• Work with Manager to develop a strategy plan for the region which includes an analysis of revenues/solutions, strategy for growth, objectives and implementation schedule.
• To liaise effectively with internal departments to maximize sales opportunities, including Product Development, and to keep up to date with existing and new services and marketing/sales campaigns.
• To maintain and update sales progress reports and other administrative reporting mechanisms according to agreed timeframes.
• Ensure you have a strong understanding of competitor products and services and how we can successfully position ourselves against them.
• To take responsibility for identifying training and developmental needs for yourself on an on-going basis.

Skills & Experience

• Experience selling in the IP space in a solution sales capacity.
• Understanding of sales in a service, workflow and content technology environment strongly preferred.
• Strong execution focus and ability to develop solutions and strategies to further accelerate growth in untapped markets.
• A university degree in relevant course work AND 3+ years proven sales experience working for a IP information/software/services company, with a strong aptitude for technology.
• Experience conducting effective product demonstrations & sales presentations.
• Ability to build & maintain relationships with existing and prospective customers.
• Experience working in a team sales environment.
• Outstanding oral and written communication skills, including the ability to communicate easily & interpersonally with Senior Executives and C-level decision makers.
• Capable of thinking creatively and making independent decisions.
• Effective time management skills.
• Well organised and disciplined with regards to policy, procedure and standards.
• Can set priorities and be flexible in changing environment.
• Ability to report and project accurately and according to agreed timeframes.
• Ability to identify problems and apply creative solutions.
• Confident, outgoing personality.