The primary role of the Business Development Manager is to prospect for new clients by networking, cold calling, advertising or other means of generating interest from potential clients. They must then plan persuasive approaches and pitches that will convince potential clients to do business with BAP. They must develop a rapport with new clients, and meet sales targets and provide support that will continually improve the relationship. The Business Development Manager will work with mid and senior level management, and technical staff.

Strategic planning is a key part of this job, it is the business manager’s responsibility to work with the Global Business Development Director and development a pipeline of new business coming in to the company. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors.

Responsibilities

Business Development

  • Prospect for potential new clients and turn this into increased business.
  • Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities. Meet potential clients by growing, maintaining, and leveraging your network
  • Identify potential clients, and the decision makers within the client organization
  • Research and build relationships with new clients
  • Set up meetings between client decision makers and company’s practice leaders/Principals
  • Plan approaches and pitches. Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives
  • Participate in pricing the solution/service
  • Handle objections by clarifying, emphasizing agreements and working through solutions to a positive conclusion. Use a variety of styles to persuade or negotiate appropriately
  • Present an image that mirrors that of the client
  • Complete RFIs and RFPs
  • Conferences
  • Attend Industry conferences in the EU & US with GBDD or MD & AM
  • Write Reports and present to company
  • Prospect for new clients and cultivate existing clients
  • Follow up with clients
  • Meet Pharma Companies who are suppliers
  • Cultivate and maintain good relations with both EU & UK Pharma companies so supplies to BAP are maintained
  • Visit UK Pharma companies to get preferred agreements for supplies
  • Dislodge competitors who have preferred supply agreements

Client Retention

  • Work with technical staff and other internal colleagues to meet customer needs
  • Arrange and participate in internal and external client debriefs
  • Present new products and services and enhance existing relationships with new clients won

Business Development Planning

  • Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends
  • Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels
  • Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales
  • Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators

Management and Research

  • Submit monthly progress reports and ensure data is accurate
  • Ensure that data is accurately entered and managed within the company’s CRM or other sales management system
  • Forecast sales targets and ensure they are met by the team
  • Track and record activity on accounts and help to close deals to meet these targets
  • Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner
  • Ensure all team members represent the company in the best light
  • Research and develop a thorough understanding of the company’s people and capabilities
  • Understand the company’s goal and purpose in order to continually enhance the company’s performance

Position Requirements

  • University degree or college diploma
  • 2-3 years direct work experience in a Business Development capacity, including all aspects of cold calling, planning & research and closing deals
  • Proven Track record of closing multi-million pound deals
  • Database and operating systems experience
  • Demonstrated experience in pitching to Senior managers
  • Technically competent with various software programs
  • Experience at working both independently and in a team-oriented, collaborative environment is essential
  • Can conform to shifting priorities, demands and timelines through analytical and problem-solving capabilities
  • Reacts to client demands in an empathetic manner and makes adjustments and alterations promptly and efficiently
  • Flexible during times of change
  • Ability to read communication styles of team members and contractors who come from a broad spectrum of disciplines
  • Persuasive, encouraging, and motivating
  • Ability to elicit cooperation from a wide variety of sources, including upper management, clients, and other departments
  • Ability to defuse tension among project team, should it arise
  • Ability to bring project to successful completion through political sensitivity
  • Strong written and oral communication skills
  • Strong interpersonal skills
  • Adept at conducting research into why pitches were lost
  • Customer service skills and excellent telephone manner is essential
  • Ability to effectively prioritize and execute tasks in a high-pressure environment is crucial

Competencies

  • Results Focus: Meeting Targets
  • Networking, Persuasion, Prospecting
  • Excellent communication skills
  • Concern for Impact
  • Diplomacy with clients
  • Interpersonal awareness and sensitivity
  • Attention to Detail and Thoroughness
  • Positive Self Image
  • Flexibility and Adaptability
  • Tenacious
  • Concern for Standards
  • Ability to handle rejection

Work Conditions

  • Reports to Managing Director.
  • From time to time overtime may be required to meet project deadlines
  • Physically able to participate in training sessions, presentations, and meetings with clients
  • Travel will be required for the purpose of meeting with clients in the USA, Europe and within UK
  • Ability to work under own initiative and in a team

If you would like to be considered for this position, please forward your CV to [email protected].