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Business Development Manager

Job Reference: TB/up1
Job Sector: Recruitment
Location: Chandlers Ford
Job Type: Permanent full time
Salary: Upto £10,000 basic with uncapped 10% comm on all new business bonus
Date Posted: 2010-03-10 15:35:57

Job Description:
Upfront & Personnel require a Business Development Manager for the generation and development of new business opportunities. The successful candidate will be a consummate and credible sales professional selling a specialist recruitment and search and selection service to Managing Directors, Marketing Directors and HR Teams of both major organisations and independent companies. The role is focussed purely on new business and is suited to people who are ‘sales hungry’ and who can exploit their exceptional sales skills with effective and successful results.

Responsible to: Managing DirectorExternal relationships: Managing Directors, Marketing Directors, Hr Departments, Independent Companies, Sole Traders all at National and International levels. Internal relationships: Senior Management, Recruitment Consultants, Marketing Company, External PR Companies, Finance and Administration. Hours: 9am - 5.30pm Location: Chandlers Ford Main duties of the post: You will develop new business relationships, generate and negotiate new income for Upfront & Personnel to an agreed annual target of (See attached schedule) to increase year on year. Presenting Upfront & Personnel to potential clients through direct communication in face to face meetings, telephone calls and emails. You will be expected to spend 60% of your time out of the office in meetings. Travel is a major factor and is predicted to be predominantly UK with some overnight stops. European travel can be expected from time to time. Responsible for your own lead generation and appointment setting. Actively and successfully manage the sales process: lead generation; credentials pitch; asking questions; solution pitch; negotiation; close; handover to the account management team. Possess drive, motivation and acute attention to detail in ensuring all sales opportunities to Upfront & Personnel are captured and explored. You will have individual responsibility for new business, and are expected to self manage. Support is available by the managing and sales directors for complex large pitches and strategies. Managing and maintaining a pipeline and ensuring all sales administration is current using ACT CRM software. Create and be accountable for all client proposals, contracts and any further documentation, following Upfront & Personnel procedure. A thorough understanding of clients objectives including their Employment Policies, PSL Lists and Future Expansion Plans. Responding to tenders and requests for information in a timely manner You will effectively interact with other departments including the recruitment consultants when handing over campaigns ensuring you fully and correctly brief in all aspects of the vacancies. Keeping abreast of issues affecting recruitment companies and the recruitment industry and collecting competitor intelligence. Ensuring Upfront & Personnel remains proactive and responsive to prospective clients. Person Specification: Business Development Manager A Upfront & Personnel person is… Part of what makes Upfront & Personnel as successful as it is are the highly motivated people who work here and their enthusiasm for their own area of specialist recruitment. We employ individuals whose honesty, integrity, initiative and creative approach to problem solving shines through. An inspiration to your colleagues, you are a tenacious, driven and highly motivated sales professional with a proven record of success in the B2B and C2C selling environment with experience of selling to “Blue Chip� companies at director level as well as within Independent Organisations with a strong empathy for people. Hungry for success and with a committed motivation to getting things done, you always place the client at the centre of everything you do. Skills, Knowledge and Experience required: Proven success in your sales ability and demonstrable full knowledge of the recruitment process. Confident negotiator and ability to ‘close the deal’. Strong client management skills and ability to keep promises. Capable of hands on problem-solving, with ability to generate ideas and solutions. A positive and determined approach to researching and analysing new business opportunities. Ability to use own initiative and pay close attention to detail. Ability to cope with competing demands and to prioritise tasks. Strong communication skills in all forms including written, oral, email, telephone, and presentation. Excellent organisational and time management skills. A positive attitude to dealing with people. Capable of working independently, and having responsibility as an individual. Driving license (own car is preferable) A sound understanding of UK Recruitment Legislation as well as knowledge of the Property sector would be a distinct advantage. Functional Competencies required: Confidence to present a tailored presentation to potential client team by effectively using a range of presentation skills i.e. body language, voice tone etc. Ability to deliver a tailored sales process to achieve targets /KPI’s by generating leads, asking probing questions, using most appropriate features & benefits based on clients needs and matching with a tailored solution. Ability to identify new business opportunities using relevant research tools / sector specific targeting and cold calling. A detailed knowledge of recruitment and search and selection i.e. Explain value of search and selection and benefits in relation to other forms of recruitment. Ability to manage and maintain accurate and accessible tailored documentation i.e. Presentations / proposals to meet clients needs. Ability to co-ordinate the pitch process by effectively providing the relevant teams with a summary of clients’ recruitment and staffing needs at both temporary and permanent level in order to obtain relevant assessment strategy recommendations. Upfront & Personnel Competencies to develop while in the role: Ability to co-ordinate and improve the pitch process by effectively providing the relevant teams with both a detailed summary of clients recruitment needs plus applying previous knowledge / experience in order to obtain relevant assessment strategy recommendations. Manage a tailored sales process to achieve targets / KPI’s incorporating consultancy. Co-ordinate a pitch project team in order to deliver a tailored sales pitch to clients. Confidence in presenting / speaking at industry events / workshops by effectively using a range of presentation skills i.e. body language, voice tone etc. Represent Upfront & Personnel at industry events and trades shows by clearly demonstrating knowledge and expertise. Estimated time allocation: 80% new business pitches and meetings and generating new outbound business leads. 20% Developing proposals and strategy. Company Information: Upfront & Personnel is a fast-growing and innovative recruitment agency that is focused on providing the very best service to our clients. Upfront & Personnel offers a professional, friendly and supportive environment within an open plan office free of discriminatory practices. Ambitious and hard working, you will join a robust in-house competencies development programme aiming at encouraging all employees to reach their full potential.

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