An Enterprise Sales & Business Development Member works to improve the organization’s market position and achieve financial growth. In order to do so, the team identifies business opportunities, negotiates and closes business deals, builds key customer relationships, defines long-term organizational strategic goals and maintains extensive knowledge of current market conditions.
All Enterprise Sales & Business Development members work in an important sales position within the company. During each project, they have to work closely with the internal team, marketing staff, and other executives as well, in order to manage existing clients in the most effective way and ensure they stay satisfied. Brainstorming meetings are often required as well to predict market’s future needs, create presentations on solutions and services that will also increase sales opportunities and thereby maximize revenue for the organization.
The primary role of an Enterprise Sales & Business Development members is to prospect for new clients through networking, cold calling, advertising or other means, always with a view to generate interest from potential clients. The ideal candidate should have the ability to plan persuasive approaches and pitches, that will convince potential clients to do business with the company.
Additional important objective is to retain and grow the existing key customer list by offering new solutions/services that meet customer’s needs. Therefore, eventually the ideal candidate is required to have a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors.
The main responsibilities of a Business Development Member are summarized below:
New Business Development:
o Prospect for potential new clients.
o Meet new clients by growing, maintaining, and leveraging your network.
o Identify the decision makers within a client’s organization.
o Set up meetings between client’s decision makers and company’s practice Leaders/Principals.
o Use any appropriate means within your market or geographic area to ensure a robust pipeline of opportunities.
o Keep improving the relationship with the company’s key accounts.
o Plan approaches and pitches and work with the rest of the team to develop proposals that speak to the client’s needs, concerns, and objectives.
o Present new products and services and enhance existing relationships.
o Work with technical staff and other internal colleagues to meet customer needs.
o Arrange and participate in internal and external client debriefs.
Business Development Planning:
o Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
o Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
o Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
o Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
Management and Research:
o Ensure that data is accurately entered and managed within the company’s CRM or other sales management system
o Track and record activity on accounts and help to close deals to meet the team’s targets
o Submit weekly progress reports