Business Development Specialist

We are looking for a Business Development Specialist to join the Business Development Team at Oyster IMS.

As part of the Business Development team, the Business Development Specialist will sell consultancy, professional services, software, and managed service solutions.

You will be responsible to identify, qualify and close new client opportunities and work with existing clients and partners focusing on our strategy of land and expand cross-selling, as well as client retention in agreed key accounts.

Key Responsibilities

Product and technical knowledge

• Obtain and maintain strong knowledge of Oyster IMS services, products, and technology, including thorough understanding of our core and advanced offerings to have meaningful conversations with potential and existing clients
• Listens to and understands clients’ issues and combines a deep understanding of our latest services to provide effective consultancy, software, and managed service solutions
• Knowledge in working with software solutions, added value services, managed services with a consultative approach
• Work with relevant technology vendors and ensure deep understanding of their solutions and how they can contribute to our own solutions set
• Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market
• Provide timely, prioritised, and complete client-based feedback to the to key stakeholders regarding clients’ business cases, requirements, and issues

Business Development

• Generating revenue opportunities within the existing client base and conversion of incoming leads
• Working with Oyster IMS partners to generate, develop and close opportunities for the Oyster IMS portfolio
• Managing revenue opportunities from initial interest through to signed contract
• Develop client contracts in line with Oyster IMS terms and conditions
• Writing proposal documents for both new and existing clients, including responding to inbound tender responses we receive directly and via relevant public frameworks
• Negotiate pricing with potential and existing clients to ensure value for both Oyster IMS and the client, with a focus on long term relationships
• Maintain sales administration (HubSpot) and client engagement rhythms
• Representing Oyster IMS at conferences, for networking, lead generation and the promotion of Oyster IMS services

Client interaction, engagement and understanding

• Manage client expectations, establish credibility at all levels within the client’s business and build problem-solving partnerships with key client stakeholders, and internal colleagues
• Articulate solutions/deliverables that the client requires, as opposed to the products that they need to purchase
• Articulate our value propositions throughout all steps in the sales process
• Conduct practical gap analysis and address business issues raised by clients
• Prepare and conduct client workshops and presentation.
• Establish relationships with multiple client stakeholders and secure deals with clients to achieve and secure sales targets
• Use understanding of the client’s business and depth of knowledge of our services to personalise the recommended solutions in line with the client’s need

Opportunity identification and closing sales

• Be able to identify new sales opportunities within an account and work with key internal stakeholders to drive them to closure
• Pursue qualified leads using established lead generation sources
• Work alongside key internal stakeholders to support the sales process, position consultancy, software, and managed service solutions, and close the deal

Execute the sales strategy

• Be involved and support the wider sales strategy and based on that define your own plan for your solution to achieve your sales targets
• Develop and maintain clear account plans for key account clients and targets
• Discover, forecast, and run opportunities in the medium and long-term

Supporting the sales process

• Partner with internal teams and senior stakeholders to ensure the scope of work and proposals are tracked and managed.
• Work closely with other internal business development teams (such as Oyster IMS Ireland Director) to achieve the shared goal of growth.
• Use Oyster IMS established sales methodologies and tools to drive the sales process.
• Develop, implement, maintain an opportunity plan, to provide regular check-ins with the Managing Director and have established processes for getting buy-in from all stakeholders.

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