Description:
You will lead the New Business function and a small team (with a couple of direct reports), working closely with the Chief Executive (who you will report to), Head of Training, Director of Marketing & Business Development and our expert consultants. The successful candidate will be able to draw on their own significant experience and/or knowledge across workplace behaviour/culture/risk/wellbeing and connect and absorb the expertise of the teams in order to recommend solutions to clients. They will have commercial/client relationship/sales experience, ideally gained within the training or HR consultancy sector.
As a values-driven organisation providing tailored services, our reputation is built on excellent client care and bespoke solutions. Your job will be to build and maintain rapport and trust with clients, listen to and understand their needs and then, utilising your expertise and harnessing the team’s expertise, create and propose the best solutions to meet those challenges. No one project or solution is the same, so this is really about a consultative approach.
The candidate
This role is pivotal to the success of the business. We are looking for an experienced, senior professional who demonstrates the following competencies:
- Demonstrable knowledge and experience of workplace culture, leadership, inclusion & belonging, mental health & wellbeing and people risk space.
- Experience in B2B/professional services environment, ideally within the training or HR consultancy sector.
- Experienced in consultative sales with ability to assess client need and devise the best solution.
- Willingness to listen to clients and colleagues and continuously learn about our services, solutions and approach to delivering excellence.
- A personable communication style which is clear, engaging and reassuring.
- Strong business development acumen and ability to develop and nurture client relationships over the long term and spot new opportunities.
- Ability to lead a team and work with a wide range of colleagues in a motivating, supportive and collaborative manner.
- Values based individual with passion and commitment to creating kinder, fairer workplaces.
Key responsibilities
Core duties:
- Responding to enquiries from new and existing clients (via email, meetings and phone calls); listening to and understanding clients’ needs and challenges, asking questions to understand the holistic picture in order to propose the best solution.
- Discussing proposals with delivery and design team and harnessing their expertise in developing the best solution for the client.
- Tracking opportunities through pipeline to conversion, undertaking follow up conversations and presentations, often with senior (C-suite) stakeholders, to achieve buy-in from clients.
- Converting enquiries and opportunities into contracted client projects.
- Handing over confirmed opportunities and projects to design and delivery and logistics to ensure smooth transfer of knowledge, resourcing and client experience.
- Championing the use of our CRM and knowledge system and ensuring continual improvements in its usage, including efficiency of processes and effectiveness of reporting; always with an eye on enhancing the client touch points with our brand.
- Sales analytics and performance reporting to the SLT and Board, tracking insights and data to inform future activity and strategies.
- Proactively identifying and pursuing new sales opportunities; utilising our CRM, LinkedIn (and other) data and taking initiative to consider new processes for effective data capture/automation
- Attending internal meetings and awaydays and demonstrating the Byrne Dean values in day to day working.