He should improve an organization’s market position and achieve financial growth. He has to define long-term organizational strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions.
It is his job to work with the internal team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue for the organization. To achieve this, he needs to find potential new customers, present to them, ultimately convert them into clients, and continue to grow business in the future.
He will also help manage existing clients and ensure they stay satisfied and positive.
Roles and Responsibilities
His primary role is to prospect for new clients by networking, cold calling, advertising or other means of generating interest from potential clients. He must then plan persuasive approaches and pitches that will convince potential clients to do business with the company.
He must develop a rapport with new clients, and provide support that will continually improve the relationship. He is also required to grow and retain existing accounts by presenting new solutions and services to clients. He will work with mid and senior level management, marketing, and technical staff.
He/she may manage the activities of others responsible for developing business for the company. Strategic planning is a key part of this job description, since it is the business manager’s responsibility to develop the pipeline of new business coming into the company. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors.
The main duties can be summarized as follows:
New Business Development
Prospect for potential new clients and turn this into increased business.
Meet potential clients by growing, maintaining, and leveraging your network.
Identify potential clients, and the decision makers within the client organization.
Research and build relationships with new clients.
Set up meetings between client decision makers and company’s practice leaders/Principals.
Plan approaches and pitches.
Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.
Participate in pricing the solution/service.
Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
Use a variety of styles to persuade or negotiate appropriately.
Present an image that mirrors that of the client.
Present new products and services and enhance existing relationships.
Work with technical staff and other internal colleagues to meet customer needs.
Arrange and participate in internal and external client debriefs.
Business Development Planning
Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
Management and Research
Submit weekly progress reports and ensure data is accurate.
Ensure that data is accurately entered and managed within the company’s CRM or other sales management system..
Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
Ensure all team members represent the company in the best light.
Present business development training and mentoring to business developers and other internal staff.
Research and develop a thorough understanding of the company’s people and capabilities.
Understand the company’s goal and purpose so that will continual to enhance the company’s performance.
Qualifications and Experience
- Education – Any Graduate/MBA with Sales and Marketing Experience preferably in IT
- Specialized knowledge
- Strong understanding of IT industry & software services.
Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Territory Management, Market Knowledge, Meeting Sales Goals, Professionalism, CRM, and Microsoft Office.
- Excellent command over English Language.
- Good writing skills and expertise in preparing sales and marketing content (Proposal, presentations, profiles, etc….)
- Excellent communication and Negotiation Skills
- Capable to understand technologies, configure solutions and generate revenue to meet organizational targets and goals
- Expertise in developing marketing plans, strategies, campaigns for promotion, branding and lead generation purpose
- Must be highly creative, result oriented and self-motivated individuals
- Should have good knowledge of digital marketing, including social media
- Good writing, research, and document preparation skills
- Around 5+ Yrs. of experience in Sales & Marketing in IT industry.
- Experience in branding through different ways of direct and indirect marketing.
- Must have experience in international clients handling
- Must be a Sales Enthusiast and Proven track record
If the job requires a person to work in special working conditions this should be stated in the job description. Special working conditions cover a range of circumstances from regular evening and weekend work, shift work, working outdoors, working with challenging clients, and so forth.