Description:
The role involves taking a strategic position in managing and pursuing major contracts in London and surrounding areas. This includes identifying and going after new business opportunities. The job entails leading by example and using a consultative approach, leveraging insights to sell products and services offered by Steelcase and its dealer partner.
The person in this role is expected to build a broad network within the London market to expand the potential customer base. The Business Development Manager is also responsible for managing the "share of wallet" within the dealer partner for the business they generate. This involves working with other stakeholders like the Product Sales Consultant, Design Portfolio Consultant, and Product Marketing and Sales leads to develop strategies and plans.
What You Will Be Doing:
Developing assigned accounts
- Develop and implement account strategy and opportunity plans including aspirations, sales targets, key corporate products, workshops, plays and other activities to grow share of wallet.
- Be accountable for sales targets and results within your designated area/client list including the development and management of a sustainable pipeline.
- Cold call identified decision makers and influencers to secure physical (preferred) or virtual meetings.
- Own and build resilient, supportive and deep relationships throughout all levels of your clients’ organization. This may include managing some existing, but mostly attracting new clients.
- Utilize insights to differentiate Steelcase and create opportunities within accounts.
- Moderate and conduct workshops/sprints to develop human-centered and future-orientated workspaces.
- Personally negotiate and close all key contracts and business opportunities.
- Collaborate closely with local dealers and local & international colleagues on projects, such as collaborating completion of RFIs, “win rooms” etc.
- Lead account check-ins with Workplace Consultants/Influencer(s) and pull in relays as appropriate.
- Review sales performance and account business with the Regional Director during bi-weekly 1:1 meeting
- Conduct face-to-face client meetings or calls per week (discuss client business needs, share Steelcase insights, positioning of products and solutions)
- Travel within Steelcase/Steelcase partner and client project locations as directed.
- Conduct regular business reviews (quarterly) with your accounts.
- Lead and own the planning and execution of strategy in collaboration with your account team (Steelcase specialists, WPC, etc.).
- Utilise insights and execute Plays to differentiate Steelcase and create opportunities within accounts.
Managing funnel and enabling Steelcase team and relay collaboration on accounts and opportunities
- Utilise CRM to capture account /opportunity progress and communicate strategies / activities with team.
- Engage with the wider team to share best practice and account knowledge on your target accounts and identified opportunities.
- Accurately maintain the CRM system to ensure pipeline for project tracking and financial forecasting.
Who You Are:
- Business Degree or relevant business qualification or a Minimum 5-year New Business Development / Strategic Corporate Account Management experience
- Proven repeated experience in securing new multi-million-pound accounts.
- Ideally well connected within the London & South construction and interiors market.
- Fluent English a necessity
- Excellent written and oral presentation skills
- Proven account management ability including developing strategies.
- Strong team and collaborative working ability
- Commercial acumen. Solid understanding of global and local economies and trends
- Ability to build long-term working relationships with highly diverse functions in customers’ organisation (purchasing, facility management, general direction etc.), specifiers (Architects and Designers - A&D), marketing and product experts and other relevant partners and dealers as part of a complex sales approach.
- Proficient use of IT supporting tools such as CRM, Outlook calendar, tablets, smartphones, and confidence in interacting via webinars, living on video applications, virtual meeting tools, business applications
- Strong organisation and time management skills
- Autonomy, adaptability, commitment, and team playing qualities will be highly valued.