Business Development Director
A key position in the business. This role is responsible for acquisition activity within the 100+ employee segment of B2B within mainland Australia & New Zealand (Asia Pac). This remote, Melbourne based role will focus on growth activities within a defined territory of private and public-sector businesses through field based, direct sales activity.
The role holder is responsible for sales within a dedicated territory. You will generate opportunities by prospecting to identify and close opportunities across the region in line with business targets.
Key Responsibilities & Accountabilities:
(Not in priority order)
- To achieve set monthly targets as determined by the company
- Be responsible for identifying, developing and closing sales through sustained prospecting and other activity. Fully understand the business, buying and decision-making process of the prospects as well as developing effective relationships with key contacts within target prospects
- Create the buying vision by understanding customer requirements and presenting the Mitrefinch product portfolio to effectively remove challenges and/or create efficiencies within the prospect’s organisation
- Provide accurate detailed monthly and quarterly forecasts and ensure information on Salesforce.com is maintained as part of your daily cadence
- Be prepared to provide feedback on aspects of Sales and Marketing activity when requested
- Maintain a high degree of knowledge of the HCM marketplace to ensure Mitrefinch remain competitive in the territories we operate
- Interface/assist with other internal departments (e.g. Project Management) as required to ensure that customer issues are resolved to their satisfaction before and where necessary after any hand-over
- Provide a professional handover of accounts as necessary on a timely basis including all required paperwork/files
- Maintain professional customer liaison and ensure the ethics of ‘Best Advice’ are followed at all times
- Act as an ambassador for Mitrefinch both in the external market and within internal stakeholders, demonstrating best in class sales behaviour and delivery of excellent customer experience results
- Comply with all elements of the sales charter, and with all company policies and procedures at all times
- Maintain at all times an understanding of the commercial monthly, quarterly and annual position for your performance
- Be able to produce, when requested, a detailed overview of territory metrics through the use of Salesforce.com
- Consistently build and maintain a pipeline of opportunity, including all relevant information required to understand the needs of the prospect/customer
- Ensure accurate paperwork, quotations and files are produced/communicated to enable the successful implementation of the Mitrefinch solution to all customers
- Conduct effective hand-overs to ensure new customers receive best-in-class implementation and support.
* The above is not an exhaustive list but identifies the core functions of the role
Critical Knowledge & Experience
- Minimum of 2 years highly successful full solutions sales experience in a business to business marketplace with a complex product and in a role that is primarily focused on winning new business
- Proven ability to develop and maintain an effective network of contacts and build relationships at all levels of the organization internally and externally
- Broad commercial and financial acumen and awareness of issues involved in negotiating contracts in a constructive and logical manner
- An influential and highly effective communicator (verbal/non-verbal/written)
- A team player able to work and support colleagues across the organization
- A willingness to accept change and to maintain effectiveness in a changing environment with ability to ‘see the bigger picture’
- Desire to exceed objectives and targets
- Positive outlook when faced with challenges
- An effective problem solver
- Willingness to travel within your assigned territory
- Bachelor’s Degree or equivalent experience required
- Knowledge of Human Capital Management solutions.
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