Business Development Director BT London

Job Description: • 2-minute read •
This role has leadership responsibility for Acquisition and Business Development activity within a defined base of customers in the Major Corporate environment who are considered to have highest potential wallet or portfolio complexity.. These are typically FTSE 100 companies and involve selling to Senior Executive teams typically at CIO level with sophisticated procurement processes. These customers have a revenue in 2016/17 of c £1.1bn and typical annual spend with BT will be circa £55m.
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Success in this role depends on delivering the BT sales strategy, sales and margin targets, revenue and customer satisfaction through acquiring new accounts with little or no business with BT. The role holder needs to identify and create new relationships and increase the IT estate, working alongside their Account Manager to build robust sales account strategy’s to stabilise existing revenues and identify significant opportunity for growth across a multi-faceted portfolio.

They must be able to identify, influence and deliver the sales strategy and the plan for the function in order to drive incremental profitable revenue growth through compelling winning bids and attractive commercial propositions.

This role will have overall accountability for creating new client relationships, delivery if ICV Sales performance and Gross Margin within a defined customer base. The role holder will have a good insight of the market/customer/sector to identify opportunities and be able to influence at all levels within the customer.

The role holder will need to lead, guide and drive their sales teams who will have responsibility for managing the sales process end to end.





Key skills
Ability to build, lead, influence and execute effective Account Development plans
Ability to influence and deliver business objectives and stretching sales targets
Financial acumen – able to deliver sustainable revenue and profit growth through sales execution
Strong virtual team leadership
Able to influence at a strategic level.
Ability to use insight to make sound operational decisions enabling BT to win, develop and retain profitable business
Strong sales and business acumen
Able to create and implement effective communication channels/techniques to influence stakeholders and drive business performance within their customer base
Very good understanding of BT products and service offerings.

Experts in sales
• Account development
• Strategic/Solution Selling
• Leveraging relationships
• Customer acquisition - contact strategy, relationship mapping
• Sales forecasting

Attributes
• Strong communicator
• Commercially astute
• Customer focussed
• Business process thinking
• High challenge, high support

Required experience
Proven track record of sales and account development working with large corporate customers.
Proven track record in managing Major Bids across multiple portfolio’s and bespoke solutions
Experience of creating and managing CXO relationships across a broad number of functions within the customer environment
Experience of bidding for and delivering successfully customer contracts
Significant stakeholder experience, demonstrating impact and influence at executive level.

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