Job Title
Business Development Director
Overview
The position of Business Development Director is responsible for promoting our client’s innovative print solutions. Along with new revenue generation, the Director, Business Development must also play a leadership role in ensuring a best-in-class experience for the customer following the sale. This business is all about selling innovative, “end-to-end” brand communication solutions that improve communication effectiveness and dramatically reduce operating complexity and costs. Our client has the expertise and integration capability to do this efficiently across Europe.
Key Responsibilities
- Secure New Customers – Lead the New Business Development efforts of the organisation, in a classic “hunter” role. Identify, secure and expand strategic, profitable long-term customer engagements. With selling cycle times of 6-12 months, ensure there is a robust pipeline of qualified prospective customers, and lead the deployment of multifunctional resources to close the highest-priority customer opportunities via leading a team selling approach. At the appropriate time, new customers will be handled on an on-going basis by our client’s client management organisation.
- Expand Revenue via Cross-Sell – While a client management team will lead the day-to-day business of existing customers, the Business Development Director will play a key role in supporting this team with identifying new business opportunities with existing customers. These “opportunities” should expand revenue by delivering enhanced value across a broader solution set, and the Business Development Director should be closing those sales with the appropriate internal partners for each situation. As such, this Business Development Director must have excellent multifunctional collaboration skills, both internally and externally.
- Solutions Thought Leadership – The Business Development Director is responsible for ongoing understanding of key customer practices and insights (e.g., critical “pain points”) to continually identify future value-added solutions of mutual benefit to the customer. This includes ensuring the appropriate capabilities which are required to deliver customer solutions, are clear, such that our client can consistently deliver on promises made at the time of sale.
Skill Sets
- Listening skills (listen first, then respond)
- Intellectual horsepower (highly analytical & strategic)
- Strong relationship management and interpersonal skills (high EQ)
- Influencing (proven ability to persuade others towards an idea or goal)
- Negotiation skills (proven ability to seek and close the right deals)
- Complex problem-solving (create options, then converge)
- Innovative and creative thinking (need fresh thinking)
- Highly resourceful (stretches people and money; compresses time)
- Organised and attention-to-detail approach (strong tactical execution)
Personality Traits
- Results focused team player; collaborative and inclusive
- Able to work independently as well as part of a team
- Energised by an entrepreneurial environment; comfortable “doing the work”
- Entrepreneurial spirit and work habits
- Persistent and resilient
- Open, honest and genuine
- Passionate and committed
- Creative and imaginative
- Relationship oriented vs. transaction oriented
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