Business Development Manager

Job Purpose

To achieve the organization’s revenue targets by:

  • Discovering and converting sales opportunities from existing clients as well as

prospective clients into signed sales contracts in a way that maximizes profitability.

KRAs/KPIs

1. Sales Contract Value per Service Offering

2. Number of new clients per Service Offering

3. Revenue generated from Service Contract

Duties and responsibilities

Marketing – Relationships development for business growth within the client.

 Acquire referrals from Champions, Tech Partners, 24/7 Partners, etc.

 Communicate to prospective clients the 24/7 value prop as embodied in our case studies.

 Coordinate with Marketing on leads generated (i.e. Website, Mailers, Social Media,

Events, Etc.)

Discovery – Identification and qualification of opportunities for business growth within the

account.

 Scheduling of introductory meetings with prospective clients.

 Delivery of 24/7 introduction deck to prospective clients.

 Spot and unearth opportunities within new accounts to offer 24/7 International services.

o Identify client pain points, gaps or problems that can be converted into service

engagement opportunities.

o Conduct research to spot opportunities.

 Research answers to discovery questions for new accounts.

 Document opportunities in a whitepaper for new accounts.

 Keeping the account binder up to date.

 Coordinate vendor accreditation for new accounts and re-accreditation for existing

clients.

Development and Closing – Opportunity Qualification and Solutioning

 Work with the Tower Heads/ Service Line Heads to qualify services business

opportunities identified.

o Opportunity documentation (White Paper) for new accounts.

o Participate in the Insighting activity with the Squadron Leader toward qualifying

the opportunity for current accounts.

 Work with Squadron Leaders and Service Line heads for Solution building as input to the

proposal

o Setup meeting with TL, Service Line head, and Other Squadron Leaders as

necessary to identify solution

Job Description | Business Development Manager

o Setup follow-up meeting/s with client to gather additional information required

o Project P&L development and Proposal Writing

 Submit, Present & Defend proposed solution to client and prospects

 Draft/finalize contract terms with 24/7 Legal counsel

 Negotiate contract terms with client/prospect (IT, Procurement, Legal Departments)

Learning and Growth

 Attend to regular Sales Review meetings

o Prepare and present Sale Pipeline reports

o Prepare and present Account Coverage Plans

 Present to Tower Head his Sales Support Requirements towards achieving his goals.

Job purpose

To achieve the organization’s revenue targets by:

 Discovering and converting sales opportunities from existing clients as well as

prospective clients into signed sales contracts in a way that maximizes profitability.

KRAs/KPIs

1. Sales Contract Value per Service Offering

2. Number of new clients per Service Offering

3. Revenue generated from Service Contract

Duties and responsibilities

Marketing – Relationships development for business growth within the client.

 Acquire referrals from Champions, Tech Partners, 24/7 Partners, etc.

 Communicate to prospective clients the 24/7 value prop as embodied in our case studies.

 Coordinate with Marketing on leads generated (i.e. Website, Mailers, Social Media,

Events, Etc.)

Discovery – Identification and qualification of opportunities for business growth within the

account.

 Scheduling of introductory meetings with prospective clients.

 Delivery of 24/7 introduction deck to prospective clients.

 Spot and unearth opportunities within new accounts to offer 24/7 International services.

o Identify client pain points, gaps or problems that can be converted into service

engagement opportunities.

o Conduct research to spot opportunities.

 Research answers to discovery questions for new accounts.

 Document opportunities in a whitepaper for new accounts.

 .

 Keeping the account binder up to date.

 Coordinate vendor accreditation for new accounts and re-accreditation for existing

clients

Development and Closing – Opportunity Qualification and Solutioning

 Work with the Tower Heads/ Service Line Heads to qualify services business

opportunities identified.

o Opportunity documentation (White Paper) for new accounts.

o Participate in the Insighting activity with the Squadron Leader toward qualifying

the opportunity for current accounts.

 Work with Squadron Leaders and Service Line heads for Solution building as input to the

proposal

o Setup meeting with TL, Service Line head, and Other Squadron Leaders as

necessary to identify solution

Job Description | Business Development Manager v3

2

o Setup follow-up meeting/s with client to gather additional information required

o Project P&L development and Proposal Writing

 Submit, Present & Defend proposed solution to client and prospects

 Draft/finalize contract terms with 24/7 Legal counsel

 Negotiate contract terms with client/prospect (IT, Procurement, Legal Departments)

Learning and Growth

 Attend to regular Sales Review meetings

o Prepare and present Sale Pipeline reports

o Prepare and present Account Coverage Plans

 Present to Tower Head his Sales Support Requirements towards achieving his goals.

Qualifications

1. Listed below are the key competencies that a must have to be able to perform his/her key

responsibilities:

 Self Starting initiative

 Prospecting

 Insighting

 Forecasting

 Customer Management thru building collaborative relationship

 Persuasive Oral and Written Communications

 Networking

 Critical, Conceptual and Strategic thinking

 Conducting Meetings

 Conflict Management

 Interpersonal Sensitivity (high EQ)

 Results Orientation

 Report Writing and presentation

 Profit and Loss Development

 Proposal Writing

 Negotiation

 Selling/Closing

 Problem Scoping & Solving

 Business Acumen

2. At least 7 years of direct institutional (Top 300 Corporations in the Philippines) sales

experience preferably in the IT or telecommunication or services industries.

3. Must drive his own vehicle

1. Listed below are the key competencies that a must have to be able to perform his/her key

responsibilities:

 Self Starting initiative

 Prospecting

 Insighting

 Forecasting

 Customer Management thru building collaborative relationship

 Persuasive Oral and Written Communications

 Networking

 Critical, Conceptual and Strategic thinking

 Conducting Meetings

 Conflict Management

 Interpersonal Sensitivity (high EQ)

 Results Orientation

 Report Writing and presentation

 Profit and Loss Development

 Proposal Writing

 Negotiation

 Selling/Closing

 Problem Scoping & Solving

 Business Acumen

2. At least 7 years of direct institutional (Top 300 Corporations in the Philippines) sales

experience preferably in the IT or telecommunication or services industries.

3. Must drive his own vehicle