National Accounts Business Development Manager

The Opportunity

As a result of continued growth, we are seeking an experienced National Accounts BDM with experience in complex tenders, proposals and presentations selling into the soft services sector. To succeed in this role, you will have proven experience in the following;

• Winning new business within FTSE 500 organisations with a minimum spend of £500k and a target of £2 million
• A proven track record in winning multi-site and national accounts
• Experience in selling B2B contractual soft service solutions
• Skilled at researching and identifying prospects by sector and size

The Package

• 55k – 65k Basic
• 75k – 85k OTE
• Company Car or Car Allowance
• Home based with some travel to regional offices
• 35 days holiday (inc bank holidays)
• Flexible working hours
• Benefits including Rewards Scheme and Discounts, Tech Scheme, Ride to Work & Learning Portal

The Role of The National Account Business Development Manager

To drive increase in sales revenues by the identification and execution of primarily self-generated new business opportunities within major blue chip, footsie 500 National Account type clients, that generate new sales and retained sales for the company including additional non-contractual business and sales in cleaning and facility services.

The BDM National Accounts needs to work on four levels, ensuring that all activities are engaged at the same time to achieve positive results:

1. Generate and develop longer term prospects and ensure there is a top 20 prospect list within their designated National Account Sector; which will lead to eventual quotation opportunities.
2. Self-generate and convert tender opportunities on a regular basis to achieve monthly, quarterly, and annual revenue targets.
3. Work on tender opportunities that are covered by the definition of “National Account Opportunity”, ensuring a pipeline of opportunities exceeds £9 Million in any three-month rolling period (National Account opportunities are defined as any FTSE 500 company, any self-generated opportunity that is over £500k, any enterprise client that is either strategically important to the brand, or any opportunity over £500k that has true UK coverage with multi-site locations.
4. Attending and converting the generated marketing appointments.

The Person

Must haves Skills and Qualities

• 3-5 years’ experience of selling a B2B service or contractual solution within a major accounts team selling to National Account prospects
• Proven success in new business acquisition at the National Accounts level
• Strong understanding of how to identify new business leads and be able to convert into tangible sales opportunities
• Experienced in researching and identifying suitable prospects by sector and size
• Experience with a CRM and management of own pipeline tracker
• Accomplished relationship builder at all levels, and understands how to use client relationships to maximise sales opportunities
• Can communicate and demonstrate the sales process
• Strong communicator face to face, verbal and in all written forms

Desirable Skills and Qualities

• +3 years’ experience selling cleaning solutions within the National Accounts sector
• Salesforce experience
• Superb Excel skill set
• Experience of contributing to or writing bids and proposals
• Self-aware to be able to ask for support and development where required
• A creative problem solver who can communicate solutions through compelling presentations