Job Description:
The Business Development Executive plays a pivotal role in the Revenue Generation division, primarily focused on the European market.
This position is responsible for driving new opportunities and prospects to closure while supporting the achievement of annual revenue targets for the region.
The Business Development Executive will collaborate with internal stakeholders to respond to demand created through both direct and indirect marketing and sales methods.
This is a remote role, with 60% of the time spent working from home and 40% traveling to potential clients. We are seeking suitable candidates based in the UK and Ireland.
Key Responsibilities:
* Develop relationships with prospective accounts through individual and collective sales efforts.
* Leverage CCi's ERA3 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.
* Document all communication and sales activities regularly in our CRM system to facilitate governance and reporting metrics.
* Maintain a competitive advantage through timely impactful communications and lasting impressions engaging with prospects to maintain continued support of CCi products and services.
* Own the diagnose, design, and close stages of the sales process, bringing in experts as needed to support the closing of each sale.
* Identify decision-makers and influencers, understand prospect problems and challenges, map CCi value proposition to provide solutions, and make CCi relevant to prospects.
* Develop a value hypothesis establishing relationships with the C-Suite and core decision-makers, creating deep, meaningful, and relevant engagements with qualified prospects.
* Influence client selection processes and evaluation criteria.
* Coordinate face-to-face meetings with prospect clients and work with inside sales to conduct demo presentations and drive the sales process through client prospect relationship management.
* Manage proposal and negotiation facilitation, identifying and influencing key decision-makers externally and internally.
* Closely work with the Head of Sales Operations on the negotiation and execution of commercial and legal contracts.
* Develop and manage accurate and timely budgets and forecasts.
Growth Mindset:
* Stay updated on industry trends, business development methodologies, and emerging technologies.
* Challenge the Revenue Generation team with latest thinking to support company growth.
* Maintain professional development by asking for feedback, reflecting, and identifying personal learning and development opportunities.
Performance Metrics:
* KPI 1: Actual revenue achieved versus budget and prior year.
* KPI 2: Number and percentage of AQLs converted to Opportunities following the BANT process.
* KPI 3: Number of new accounts contacted and engaged.
* KPI 4: Number of Opportunities closed.
* KPI 5: Growth of new accounts closed and length of time to close sales.
* KPI 6: Quarterly Team priorities met/exceeded expectations.
Working Environment:
Remote home office and travel to prospects/clients.
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.
Preferred Qualifications:
* MBA preferred.
* 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 complex sales processes to closure.
* 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 critical thinking, problem-solving, and data-driven decision-making.
* Exceptional communication and presentation skills.
* Previous experience using Salesforce or other CRM systems.
* Business acumen, financial analysis, and reporting experience required.
* Possess excellent understanding of world-class manufacturing principles, methodologies, and practices.
* Possess an excellent understanding of supply chain optimization processes and practices.
* Possess the ability to collaborate with product SMEs and specialist consultants.
* Must be a self-starter with a sense of urgency and the fortitude to overcome rejection.
Personal Attributes:
* Technologically inclined.
* Strong interpersonal skills and self-awareness.
* Accountable and responsible in all situations.
* Highly organized and practices excellent time management.
* Able to work productively within a cross-cultural and global team.
* Ability to learn from constructive criticism in a positive manner.
* Independent and self-motivated.