Business Development Manager

Job Title: National Commercial Manager

Department: New Business Sales

Reporting to: Head of Sales (South)

Location: Field Based

Contract: Permanent

Hours: 37.5

Main areas of responsibility

• Deliver international and domestic new business in line with the agreed new business strategy, Sales Policy and individual sales, revenue, growth and margin targets.
• Build and maintain a genuinely qualified pipeline through structured prospecting, customer appointments and agreed channel or vertical-market activity.
• Win new business accounts and maximise the available revenue and margin mix within each opportunity.
• Maintain timely, accurate and consistent customer, opportunity and sales activity information within the CRM system.
• Provide regular business development updates covering target achievement, activity levels, pipeline conversion, new opportunities, market demand and development needs.
• Plan and implement the sales activity and call cycle required to deliver agreed performance targets, and follow through agreed actions from business reviews.
• Develop a detailed understanding of prospective customers, their suppliers, peer groups and associated companies to identify and secure additional opportunities.
• Monitor customer performance, satisfaction, service demand and risk, communicating issues to sales leadership and agreeing corrective action where required.
• Understand each customer’s technology and despatch infrastructure and work with relevant colleagues to tailor the most appropriate solution.
• Contribute to the formulation and implementation of achievable sales targets and budgets, supported by timely, accurate and informative reporting.
• Maintain a clear understanding of our clients goals, policies, propositions, products and technology, and communicate these effectively to prospective and new customers.
• Promote our clients brand values through professional behaviour, effective self-management and collaborative working with colleagues.
• Contribute market intelligence, sales insight and commercial interpretation to the develop-ment of the wider commercial strategy.
• Act as a senior salesperson and positive role model, taking ownership of personal perfor-mance, capability and the quality of the sales experience delivered internally and externally.
• Continually develop knowledge of our cliuent, product innovation, consultative selling and relation-ship-management skills through an active professional development plan.
• Build strong, constructive relationships across Commercial, Operations, Finance, People, Mar-keting and Training to support company-wide success.

Education & Experience

Essential:

• At least 3-5 years’ successful sales experience in parcel delivery solutions
• Experience within the logistics, parcel, eCommerce or carrier-related market.
• Proven ability to acquire and implement new business while achieving sales, revenue and margin targets.
• Strong business and commercial acumen, with an understanding of customer and carrier economics.
• Experience of planning and managing an ongoing sales activity programme and a genuinely qualified pipeline.
• Ability to identify, develop and drive new business opportunities, involving internal specialists where required.
• Strong communication and presentation skills, with the ability to articulate proposals clearly in writing and in person.
• Competence in Microsoft Office, CRM systems and relevant sales technology.

Desirable:

• Experience of developing business within defined channels or vertical markets.
• Demonstrable success in building and strategically managing complex customer relationships.

Personal:

• Results-focused, energetic and self-motivated, with credible personal presence and a well-founded belief in the value offered.
• Commercially aware and consistently attentive to business priorities, customer needs and profitable outcomes.
• Conscientious, organised and accountable for personal routines, activity levels and contribution to the wider team.
• A confident and articulate communicator who can engage effectively at all levels.
• Collaborative and approachable, while maintaining appropriate professional judgement and boundaries.
• Self-aware, open-minded and committed to learning, personal development and continuous improvement.
• Able to solve problems, make sound decisions and adapt constructively to changing priorities.
• Willing to share successes and lessons learned to support the development of colleagues and the wider sales organisation

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