Head of Business Development and Sales

Doncaster, Yorkshire
TrustFlight
Job Title

Head of Business Development and Sales

Department

Redline Commercial

Location

UK – Doncaster

Line Manager

Managing Director

Contract Type

Full Time

Role Purpose

To develop and implement commercial and sales strategies according to company goals and objectives aimed at driving revenue and growth. Conducting market research and analysis to create detailed business plans on commercial opportunities and develop and maintain strong relationships with new and existing clients.

Accountabilities Service Delivery

• Together with the Managing Director set commercial targets and a sales plan and manage performance against these on a monthly/quarterly/annual basis.
• Identify new opportunities and customers.
• Manage and build a high performing business development and sales team.
• Set achievable sales targets and KPI’s.
• Maintain a robust routine for inbound and outbound sales and business development activity.
• Occasional international travel for liaison with potential clients and existing customers as required.
• Routinely visit, develop and maintain strong relationships new and existing clients on a monthly basis.
• Drive new business development and sales opportunities through proactive outreach across the client base.
• Develop lead creating initiatives, convert pipeline opportunities into sales, and negotiate products and services contracts in line with company policies.
• Be knowledgeable and maintain a high degree of proficiency in the use of Redline’s products and services.
• Ensure sales enquiries receive a response within 24 hours. (Mon-Fri)
• Lead management activity to support company bids and tenders.
• Plan and execute sales activity with new clients.
• Support the heads of department with the management of contracts and client engagement.

Business Development and Sales Planning

• You will be responsible for the production, communication and maintenance of the following key annual business planning and sales activity and cadence:
• Business development plan.
• Sales plan and targets.
• Customer engagement schedule.

Business Development

• Lead the business commercial cycle, with focus on business development, inbound sales conversion and outbound sales initiatives.
• Provide expert guidance and recommendations to clients, highlighting the value of our products and services.
• Meet the required sales targets set within the Sales Plan on a monthly/quarterly/annual basis.
• Work closely with Marketing to actively manage Redline’s value propositions.
• Actively seek out applicable tender opportunities through a variety of online portals and search engines.
• Identify appropriate industry events to further increase brand awareness and drive growth in products and services.
• Prepare proposals and conduct briefings for current and prospective clients as required.

Customer Relationship Management

• Track & Analyse sales statistics based on key quantitative metrics using company CRM System on a weekly / monthly basis.
• Maintain the current client list for completeness and accuracy.
• Produce monthly, quarterly and annual commercial performance reports
• Identify best and least selling products and recommend strategic changes to portfolio.
• Enlist new customers, grow existing sales and customers.
• Regularly assess client needs, challenges, and opportunities to tailor solutions.
• Conduct annual customer surveys.

Finance Management

• Support budgetary planning process; provide recommendations for investment to deliver Commercial strategy monthly/quarterly/annually.
• Maintain routine cost control, providing monthly returns to the Finance Department weekly/monthly.
• Advise on competitive pricing strategy, using competitor analysis, market position and identify price point for each product line.

People Management

• Keep abreast of customer needs, requirements and feedback on our services. Keep business development and sales department and all senior management informed accordingly.
• Provide feedback and insights from clients to internal teams for product and service improvements.
• Manage commercial partnerships and initiatives/special projects.
• Nurture strategic relationships with business partners.
• Lead the business development and sales team including the training, development, and performance management of the team and provide support, advice and guidance as required.
• Assist the senior management team with the development of sales strategies
• Collaborate with all Departments to create customer specific products

Project Management

• Negotiate terms and pricing with potential clients to secure new contract within company pricing frameworks.
• Ensure all services delivered in accordance with quality management system.
• Manage internal stocks of promotional materials and gifts.
• Prepare and submit client tenders in a timely manner and present professionally and confidently as required.
• Maintains accurate sales records and timely updates in the company’s CRM system.

Candidate Requirements

• 5 years of sales experience (essential).
• 2 Years of Sales experience in a Security industry (advantageous)
• Proficient in planning, scheduling and resource management.
• IT skills (Proficient) with MS Word, Excel, PowerPoint, Outlook, Teams.
• Experience of managing multiple tasks, determining priorities as appropriate; with the flexibility to adapt and adjust to unforeseen circumstances.
• Detailed understanding and execution of the formal commercial documents including tender framework and stages, proposals, work agreements, contracts, invoicing, credit control as required.
• An understanding of aviation security desirable but not essential.