MUST HAVE EXPERIENCE IN SALES IN THE WASTE SECTOR !


Job title: Business Development Director (BDD)
Department: Commercial
Reporting to: Managing Director (MD)
Objective and purpose:
Grow the business in overall Sales, Gross Profit and promote the Brand (reputation) to be
the 1st choice for our target markets. This will be achieved through building a strong
competent team, developing and using our processes for excellent efficiency and strong
personal and company client and supplier relations. Promote the brand to a larger
customer base as well as existing customers.
You would be joining us at a very exciting time as we make significant changes and
investments into the business. The Business Development Director (BDD) will be
responsible for the overall performance of the Commercial department, by building a
strong team to grow sales and profit. This will be achieved by identifying new commercial
opportunities to drive sales and margin growth across the company's business activities,
increasing overall profitability.
Our ideal candidate has in-depth knowledge of and experience with the waste sales process,
excelling at lead generation, relationship building and closing deals. We're seeking a quick
learner with strong negotiation skills and someone with a track record of success who can
inspire the same in others. The role demands a leader with a sharp mind and the ability
to coach, advise, motivate, manage and replace sales representatives to create and
maintain a high-performance sales force.
The BDD will be committed to customer service excellence and will take the lead role in
developing and managing service based partnerships and business relationships to achieve
the company's strategic aims and meet our mission statement:
"To Stand above the competition by providing sustainable, traceable and
innovative waste and recycling solutions to our clients. Working to build
professional relationships with exceptional support, a commitment to quality,
price and unparalleled customer service."
Goals & Outcomes:
Growing the business includes expanding existing business, building new business,
exploring new markets and protecting profitability.
Reporting to the Managing Director (MD), the BDD will be responsible for the management
of the sales team, the development and implementation of the national expansion
strategy, the profitability of the company by meeting, and where possible exceeding
measured targets over agreed timescales.
There are 5 main goals related to this role:
1. Expand business presence on a national level
2. Achieve sales and profit targets
3. Advance & promote our brand and its values in the minds of our clients
4. Construct flexible supply chain structure on a national level
5. Build a strong efficient team and culture to achieve the above
Responsibilities:
✓ Create & develop commercial opportunities - in order to achieve increased net
income for the company.
✓ Drive & develop sales - Create and execute a strategic sales plan that expands
the client base to grow the business.
✓ Exceed existing client expectations in delivering proactive account
management.
✓ Target prospects, generate leads, build and nurture client relationships.
Meet with potential clients and grow long-lasting relationships by understanding
their needs.
✓ Promote the company brand - representing the company with a comprehensive
understanding of our offerings, values and objectives.
✓ Identify new market opportunities, taking the lead on constructing robust and
profitable business proposals that secure new contracts, supply, sales and long
term client relationships.
✓ Identify profit growth through strategic partnerships.
✓ Develop and implement Corporate and Directorate business development
strategies and plans in conjunction with the Managing Director. Always promoting
the company's core vision, mission and values.
✓ Ensure the Managing Director is systematically appraised of market
opportunities, conditions and associated business developments.
✓ Coordinate internally & externally to optimise and align the business.
✓ Work in partnership with all departments, contributing to the development of
a culture of continuous improvement to meet performance and financial targets.
✓ Hire, train, motivate and advise a sales team. Devise & implement systems to
keep staff motivated & maintain a high level of morale.
✓ Recruit salespeople, set objectives, train, coach, and monitor performance
ensuring assigned tasks and responsibilities are fulfilled.
✓ Track performance progress through weekly, monthly and quarterly reporting.
✓ Establish relationships with prompt responsiveness to all key areas of
customers, clients and suppliers.
✓ Build an in depth knowledge of the business.
✓ Achieve company objective through effective planning, setting realistic sales
targets, analysing performance data, and projecting future performance.
✓ Deliver results as per budget and KPI targets.
✓ Continuously develop personal leadership, hiring and training skills while
ensuring the team is using effective sales tactics to meet revenue objectives.
✓ Identify knowledge gaps within the team and develop a plan to fulfil them.
✓ Drive profit improvement initiatives.
✓ Be the champion of customer service.
✓ Research client needs and identify how our solutions meet them.
✓ Develop annual customer strategies & create sales campaigns to translate
into successful results.
✓ Oversee the sales team to ensure company quotas and standards are met by
holding daily check-ins with team to set objectives for the day and monitor progress
regularly
✓ Manage month-end and year-end close processes.
✓ To manage budgets as required.
✓ Ensure all systems & administration is maintained accurately and up to date
within agreed timescales.
Key activities: (See annual target review for specifics)
* 50% strategic Sales growth and prospecting
* 20% strategic Account Management
* 20% team management
* 10% KPI's, performance review & communication
Skills and competencies:
✓ Significant commercial & sales experience, with proven track record of increasing
B2B sales.
✓ Excellent understanding of financial & business metrics.
✓ Demonstrates good financial & business acumen, with ability to manage budgets.
✓ Sociable, energetic and demonstrative in all aspects of your role.
✓ Very good standard of written English.
✓ Full UK driving Licence.
✓ Highly proficient in the use of Microsoft office packages. Computer skills including
sales and finance software and expertise in spreadsheets, presentations and
databases.
✓ Strong communication, persuasion and presentation skills
✓ Excellent interpersonal and leadership skills.
✓ A goal-oriented mindset with the ability to be flexible.
✓ Numeracy, probing & analytical skills.
✓ Ability to identify commercial and/or cost opportunities.
✓ Ability to set and manage accurate forecasts, plans and to respond to changing
trading conditions proactively.
✓ Drive, initiative, urgency with ownership mentality.
✓ Excellent consultative selling and negotiation skills.
✓ Closing instinct to secure a sale.
✓ Proactive decision making and problem solving to resolve client issues quickly and
creatively when under pressure.
✓ Strong ability to work on own initiative, demonstrating creativity, persistence &
determination.
✓ Time management skills, being well organised and able to efficiently prioritise and
delegate with strength of character to multitask and deliver tasks to tight deadlines.
✓ Self-motivated to learn with a strong goal and results orientation.
✓ Present yourself professionally at all times.
KPI's:
The Managing Director will agree personal targets with the BDD. This will form part of the
review of performance process in this role.
* Revenue growth
* Revenue per client
* Profit margin
* Client retention rate %
* Customer satisfaction %
* Activity metrics; number of prospects contacted (calls, emails, site surveys etc)
* Pipeline metrics; number and volume of opportunities
* Participation rate; % of sales people at or above plan
* Execution of the sales strategy
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