Business Development Executive

Yesterday

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Logo of Competitive Capabilities International

Competitive Capabilities International

The global leader in business performance improvement

World Class Manufacturing • Improvement Strategy and Enablement • Supply Chain Optimization • Transactional Services • Planning

201 - 500

Description

• Drive new business by developing relationships with prospective accounts through the following: • Deliver individual and collective sales revenue targets with prospective clients • Leverage, facilitate and drive 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 • Ensure all communication and sales activities are documented and updated regularly in our CRM system to facilitate governance and reporting metrics • Ensure a competitive advantage is created and maintained through timely impactful communications and lasting impressions engaging with prospect to maintain continued support of CCi products and services • Using a consultative approach, own the diagnose, design and close stages on the sales process and have the knowledge and contacts to bring in the right experts at the right time to support the closing of that sale • Identify the decision-makers and influencers, understand the symptoms and causes discovering the prospect’s problems and challenges (pain points), mapping CCi value proposition to provide solutions to the prospect’s needs, and making CCi relevant to prospects • Develop a value hypothesis (including client return on investment) that will establish relationship/s with the C-Suite and core decision-makers, and create deep, meaningful and relevant engagements with qualified prospects • Help influence a client’s selection process and evaluation criteria • Coordinate face-to-face meetings with prospect clients and work with inside sales to conduct demo presentations and to continue to drive the sales process through client prospect relationship management • Manage the facilitation of proposals and negotiations while identifying and influencing key decision makers both externally and internally • Manage the facilitation of closing activities • Work closely with the Head of Sales Operations on the negotiation and execution of commercial and legal contracts (NDA’s, MSA’s, License Agreements and SOW’s) • Develop and manage to accurate and timely budget and forecasts • In conjunction with the Head of Sales Operations prepare weekly progress, pipeline and forecast reports to review with the regional team • Maintain product and services knowledge keeping abreast of CCi available and future offerings, ensuring a strong informed knowledge base

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 • MBA preferred • Lean Six Sigma Black Belt Certification • 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 a complex sales process to closure, preferably in a technical sales capacity • 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 espouse critical thinking, problem solving, and data driven decision-making capability to assess and diagnose proper client approach • Exceptional communication and presentation skills, and ability to express technical concepts clearly and concisely in written proposals • Previous experience using Salesforce or other CRM required • 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 to create an aligned and efficient value chain preferred • Possess the ability to collaborate with product SMEs and specialist consultants to design and customize solutions • Must be a self-starter that acts with a sense of urgency and has the fortitude to overcome rejection

Benefits

• Competitive Base Salary • Sales Incentive Programme approx 30% of salary • 3% Employer Pension • Option to Salary Exchange • 25 days Annual Leave • 10 days People First Leave (which can be used for times like compassionate leave, family emergencies, moving house, CSR and Personal Learning) • Sick Leave • Life Cover • Income Support • Spot Awards • EAP Programme

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