Purpose of the Role:
Santa Fe Relocation is a global leader in the relocation industry and we have a goal to increase our share in the marketplace specific to Relocation and Assignment Management services; providing solution selling to the clients.
The Business Development Manager will be responsible for strategically developing sales initiatives based on current and future growth plans. This includes identifying key contacts within targeted named accounts, solicit new business, identify and facilitate the RFP process and secure additional business for Santa Fe.
This role will focus purely on new business to produce effective and successful results using Solution Selling; focusing on the Client’s needs and recommends the right products and/or services to fill those needs.
Key Areas of Responsibilities:
- Identify and create sales Opportunities to increase customer base
- Create new revenue for relocation and assignment management services and have a sound working knowledge of the mobility process
- Be a subject matter expert and deliver consultative advice, best practice and industry updates to your clients
- Provide effective sales presentations and accurate documentation for global assignment management mobility, HR and procurement executive level
- Meet/exceed agreed revenue targets
- Meet/exceed agreed new appointment targets
- Report weekly to the Sales & Marketing Director on activity and account progression
- Effective diary management of sales appointments
- Engage in public speaking events as an ambassador for Santa Fe
Tasks:
- Solution Selling:
Prospect for Clients
Qualify Client – BANT (Budget, Authority, Needs, Timing)
Diagnose Client’s needs
Show added value / solution
- Complete Success Roadmap for those Opportunities > €1million
- Involved in Implementation (if applicable) and handover to Client Manager to understand the client
- Review monthly sales goals, revenue numbers and work with Sales Director to achieve their established target
- Ensure Salesforce is updated with Client information as well as activity and ensure Opportunities are managed/up-to-date
- If RFI, RFP, etc., engage with Proposal Team; following the Proposal Process
KPIs:
- Meet/Exceed pre-determined Annual Sales Targets
- Win Rate > 35%
- Face-to-Face New meetings
Skills and Experience Requirements:
- Minimum 3 years’ experience in Solution based Selling approach
- Successful new business development history (“hunter”) across multiple market segments
- Ability to call on management level clients through phone and in-person sales presentations
- Meeting sales goals and action plans and success achieving those goals.
- Selling contracted services.
- Demonstrate a customer focused approach to problem solving and resolution skills.
- Strong innovation and experimentation skills.
- Current knowledge of mobility and relocation industry, current market trends and economic factors
- Extensive skill in development and delivery of sales presentations (Power Point)
- Selling vertical markets
- Confidence, enthusiasm and a strong dedication to the job and company
- Negotiation Skills
- Understanding of Salesforce (CRM) is an advantage
- Proven consistent achievement of goals through leadership and motivation
Person profile:
- Fluent in local language and English. Any additional language is a plus
- Self-driven and results-oriented – holding him/herself as well as other people accountable for results and outcomes
- Strong organizational skills and the ability to work on many projects concurrently
- Enthusiastic, highly motivated individual with a serious work ethic
- Naturally able to establish credibility and rapport with senior sales and management individuals within our global network
- Requires sense of urgency for goal achievement
- Idea generation, innovative and creative problem-solving skills
- Rapport and relationship building focused on achieving results, accountability for results
- Extroverted, confident, enthusiastic, persuasive, warm, enthusiastic, empathetic
