Remote Business Development Lead

Summary

The Business Development Lead role is a remote position focusing on the UK and European market. The role holder will drive new business, develop relationships with prospective accounts, and manage leads. The position requires inside and outside sales skills, effective networking, problem-solving abilities, and comfort working with all levels of a client organization.

Requirements

• BA/BS in Engineering or Operations Management preferred or Business Administration (with an emphasis in Supply Chain or Finance and Accounting)
• Lean Six Sigma Green Belt Certification or equivalent experience in continuous improvement methodologies
• Proven track record of meeting and exceeding revenue targets
• Lead generation and pipeline management experience required
• Possess strong negotiation skills and understanding of executing commercial and legal contracts
• Situational Leadership leaning to espouse critical thinking, problem solving, and data driven decision-making capability to assess and diagnose proper client approach
• Exceptional communication and presentation skills, and ability to express technical concepts clearly and concisely in written proposals
• Previous experience using Salesforce or other CRM required
• Business acumen, financial analysis and reporting experience required
• Must be a self-starter that acts with a sense of urgency and has the fortitude to overcome rejection

Responsibilities

• Drive new business by developing relationships with prospective accounts
• Lead sourcing: identifying sufficient decision-maker and influential contacts to add to nurturing campaigns
• Ensure all communication and sales activities are documented and updated regularly in our CRM system
• Lead qualification: conduct BANT qualification of prospects, assessing whether prospects have the budget, authority, need and timeline needed to make the purchasing decision
• Lead research: conduct initial research on the prospect to identify the decision-makers and influencers, understand the symptoms and causes by discovering the prospect’s problems and challenges (pain points) and establishing CCI’s relevance to the prospect
• Manage processing and allocation of identified leads and follow up with team
• Using a consultative approach leverage, facilitate and drive CCi’s sales methodology to ensure a systematic approach to opportunity development (discover, diagnose, design and deliver) through to opportunity closure and implementation success in coordination with the broader team
• Develop a value hypothesis (including return on investment) that will enable the role holder and/or CCi Leadership to establish relationship/s with the C-Suite and core decision-makers
• Help influence a client's selection process and evaluation criteria
• Coordinate face to face meetings with prospect clients and work with business development team to conduct demo presentations, to continue to drive the sales process through client prospect relationship management
• Manage the facilitation of proposals and negotiations while identifying and influencing key decision makers both externally and internally
• Manage the facilitation of closing activities
• Work closely with the Head of Sales Operations on the negotiation and execution of commercial and legal contracts (NDA’s, MSA’s, License Agreements and SOW’s)
• Develop and manage to accurate and timely budget and forecasts
• In conjunction with the Head of Sales Operations prepare weekly progress, pipeline and forecast reports to review with the regional team

Preferred Qualifications

• MBA preferred
• Lean Six Sigma Black Belt Certification
• Experience selling software to Manufacturing and Supply Chain organizations
• Minimum of 7-10 years of consultative sales experience with a proven track record of driving a complex sales process to closure, preferably in a technical sales capacity
• Possess excellent understanding of world class manufacturing principles, methodologies and practices
• Possess an excellent understanding of supply chain optimization processes and practices to create an aligned and efficient value chain preferred
• Possess the ability to collaborate with product SMEs and specialist consultants to design and customize solutions

Benefits

• Competitive Base Salary
• Sales Incentive Programme approx 30% of salary
• 3% Employer Pension
• Option to Salary Exchange
• 25 days Annual Leave
• 10 days People First Leave (which can be used for times like compassionate leave, family emergencies, moving house, CSR and Personal Learning)
• Sick Leave
• Life Cover
• Income Support
• Spot Awards
• EAP Programme