Sales & Business Development

• Specify product and service ranges and define value proposition including indentifying features and benefits and critical success factors.
• Identify the competition, evaluate their strengths and weaknesses. Analyse their methods and strategies and facilitate the development of counter strategies.
• Define your target market. Evaluate the market potential and impact expectations.
• Develop sales methodology, approach and resource requirements.
• Define pricing strategy.
• Sales Pipeline analysis and Forecast development.
• Define realistic revenue & margin objectives that meet the overall business strategy and objectives.
• Alignment of Cost of Sales including 3rd party supplier costs and margin management.

• Identify prospect clients, develop target lists and analyse existing incumbent providers.
• Develop individual account penetration strategies, account development plans and align the product/service range.
• Explore new vertical markets, geographical regions. Help define product and service ranges and develop marketing strategies.
• Generate real leads within specified markets.

• Assess sales teams’ ability to execute. Identify strengths and weaknesses, skills gaps and identify or supplement additional resource requirements.
• Recruit and organise highly skilled, motivated and effective sales personnel.
• Develop individual sales targets and path to successful delivery including creating Personal improvement plans, career development and succession planning.
• Develop comp plans and performance management mechanisms.
• Manage forecast and delivery against targets reporting. Drive improvements where necessary.
• Manage sale teams on an on-going basis, monitor success, run sales training activities and drive motivation.

• Develop product and services presentation packs for targeted customers.
• Drive active front-line selling as an integral part of your sales team for complex solution selling.

• Understand tender requirements and develop response strategy.
• Research competition.
• Project manage tender responses.
• Manage and co-ordinate 3rd party suppliers and other external elements where required.

• Identify and log all contracted services, incorporating information for service type, cost, contract duration, purpose etc.
• Information alignment on contracted estate between procurement, finance, operations and supplier – Development of anticipated invoice schedule.
• Review contracts and identify potential risks.
• Identify areas where cost savings can be achieved through:
• rate negotiation
• spend threshold agreements
• Optimisation or migration
• technology refresh