Business Development Director
Department: Strategic Pursuits
Employment Type: Permanent
Location: Any UK Office Hub (Bristol / London / Manchester / Swansea)
Description
Our Business Development Director is a senior role and expert within Made Tech and their professional field, with a focus on driving new business growth aligned to our current and evolving capabilities. You will have an exemplary track record of hunting, finding, shaping and winning significant new multi-million £ contracts across the UK public sector, from a cold start. The focus of this role is new business hunting.
You will be responsible for the process of identifying and hunting opportunities across our industries, building new stakeholder relationships with target clients, and positioning Made Tech early in the sales lifecycle as a preferred solution provider, through to securing the initial contract.
Key activities will include proactive outreach and networking, shaping public sector client needs, expertly navigating procurement frameworks and processes, and achieving new business wins from a standing start.
You will work closely and collaboratively with the various Industry Directors in Made Tech to agree target clients and target contracts.
Key Responsibilities
1. Opportunity Identification
- Identifying brand new business opportunities, agreeing a prioritised list with Industry Directors (and their Client Partners), shaping pursuit and win plans, mobilising support to progress and shape opportunities to position Made Tech as the preferred solution and progressing the sale all the way to close.
- You will leverage your network across the UK public sector and develop partnerships to support your win strategies.
2. Strategic Planning
- Creating business development strategies and opportunity win plans to ensure long-term success and meet annual targets.
- Mobilise the support of key stakeholders in Made Tech who will play critical roles in supporting the execution of your win plans. These include the Strategic Pursuits Director, Industry Directors, Client Solution Director, Service Line Heads, Bid Team and various Subject Matter Experts.
3. Client Relationship Management
- Building and maintaining strong relationships with senior government officials as a trusted advisor to understand various industry and client requirements and trends, shape and present appropriate market and client focused solutions working with our solutions team.
4. Public Sector Procurement and Commercial Expertise
- Understanding public sector procurement processes, government frameworks, and influencing procurement teams and SRO’s on procurement, business requirements and specific solutions to meet industry and client needs.
- Understand the various types of commercial arrangements, the pros and cons of each and be able to construct commercial arrangements that work for all parties (eg fixed price, annuity revenue deals)
5. Sales and Influence
- Reaching and influencing new stakeholders at multiple levels of the government organisation to achieve objectives and deliver results and shape vision and solution.
- You will be expected to have strong communication and consulting skills, be able to position Made Tech successfully in each opportunity, with each stakeholder group and drive opportunities to a successful outcome as a trusted advisor.
6. Market Knowledge
- Possessing a deep understanding of government client needs, digital service concepts, technology trends, and the competitive landscape.
- You will need to put together win plans that take into account the clients challenges and background, the critical priorities, the decision making unit within target clients and the competitive landscape and use this information to determine successful pursuit and win plans.
Skills, Knowledge & Expertise
1. New Business Experience and Commercial Success
- You will be able to demonstrate proven experience in new business development within the UK public sector, from a standing cold start.
- You will have an exemplary track record of finding, shaping and winning significant new multi-million £ contracts across the UK public sector.
- The focus of this role is new business hunting. To be successful, you will need detailed experience of how the public sector operates, the key trends in the transformative delivery of IT solutions, how these are delivered and proven experience of negotiating various commercial agreements with large public sector clients.
2. Public Sector and Professional Services Experience
- Proven experience in business development within the UK public sector. A strong understanding and demonstration of professional services sales.
3. Leadership and Strategy
- Strong strategic thinking, leadership, and the ability to drive growth and deliver against targets.
4. Communication and Influence
- Excellent communication, presentation, and persuasive skills to influence decisions at executive levels.
5. Commercial Acumen
- Expertise in business development processes, qualification, competitor assessment, commercial models and how to construct T&M, Fixed Price and other risk share arrangements, cost models and margin optimisation, contract negotiation and risk identification.
6. Networking
- Strong outreach and networking skills to build effective relationships with senior stakeholders.
- You will naturally be ‘out and about’ actively networking and hunting with clients and partners for a material proportion of your time.
7. Technical Understanding
- Knowledge of technology delivery and agile methodologies, especially in the IT and digital services sectors.
Security Clearance
An increasing number of our customers are specifying a minimum of SC (security check) clearance in order to work on their projects. As a result, we're looking for all successful candidates for this role to have eligibility. Eligibility for SC requires 5 years' continuous UK residency and 5 year' employment history (or back to full-time education). Please note that if at any point during the interview process it is apparent that you may not be eligible for SC, we won't be able to progress your application and we will contact you to let you know why.
Job Benefits
We are always listening to our growing teams and evolving the benefits available to our people. As we scale, as do our benefits and we are scaling quickly. We've recently introduced a flexible benefit platform which includes a Smart Tech scheme, Cycle to work scheme, and an individual benefits allowance which you can invest in a Health care cash plan or Pension plan. We’re also big on connection and have an optional social and wellbeing calendar of events for all employees to join should they choose to.
Benefits
- 30 days Holiday - we offer 30 days of paid annual leave plus bank holidays
- Flexible Parental Leave - we offer flexible parental leave options
- Remote Working - we offer part time remote working for all our staff
- Paid counselling - we offer paid counselling as well as financial and legal advice
- Private Medical Insurance
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