Business Development Manager

ITAD Business Development Manager

Mission

The mission of the ITAD business development manager is to create new business opportunities by actively calling mid-market and enterprise businesses, to understand the customer disposal requirements, and deliver tailor-made bespoke disposal solutions in line with the client's needs and maintain the client relationship. The BDM should proactively develop personal and professional associations to achieve monthly, quarterly, and annual targets.

ITAD Business Development Manager - Goals (The required outcomes)

1. Deliver 95K new business GP annually
2. Proactivity calling new business prospects – Recording calling results in CRM.
3. Understanding how to position Re-certify to increase the revenue return for both client and Re-certify.
4. Qualify the prospect regarding their suitability and the type of IT equipment they have.
5. Utilise and maximise internal tools to speak to the decision-maker in the account.
6. Develop multiple touch points with the end user by phone, email, text, Teams, or WhatsApp.
7. Receive ten new Business asset lists a month.
8. After the lead is qualified, utilise the CRM to set callbacks and stay in contact with the customer to drive the asset lists into Re-certify.
9. Smartly use internal business tools to continuously reconnect with the end user until receiving the asset list.
10. Find referrals within the account and sell top-down wherever possible.
11. Arrange conference calls to qualify the clients' requirements better and build credibility.
12. Book 6 new business collections a month
13. Understand the client's needs and requirements, and position Re-certify to maximise value.
14. Homing skills and methods to close the end user.
15. Retain clients through expectation management and understanding of product life cycle.
16. Once a client is onboarded, manage their expectations around timescales and follow internal procedures to ensure the correct documentation is delivered back to the customer in the allotted time scale.
17. Liaise with the internal teams, including the brokers and the warehouse staff, to ensure the collection has a smooth transition through Re-certify.
18. Continuously update the customer so they are always aware of the situation.
19. Book post-collection calls to understand how we can further work with the client.
20. Try to open white space in the account and find other ways to sell to the client.

ITAD Business Development Manager - Competencies: (What the person must have, behavioural fit)

1. Entrepreneurial Drive - You must be interested in Business and want to create earnings to win and hit targets.
2. Enthusiasm - Have lots of energy, passion, and a positive, can-do attitude towards training and development in their role.
3. Commercial interest and awareness – Genuine interest in Business, able to identify the difference between good and bad Business.
4. Resilience - Will stick to the task to achieve the goal (hard yards).
5. High standards - Expect nothing but the best, especially when it comes to customer service. Always a role model and exudes professionalism and confidence in their ability.
6. Self-Motivated - Keeps an eye on longer-term goals. They can push themselves outside their comfort zone, doing today's hard yards whilst keeping long-term goals at the front of their minds.
7. Clear communicator to senior staff - To align Re-certify services concisely to senior IT staff in line with a customer's pain point.
8. Technology savvy - Has an interest in technology and how it enables clients' businesses to succeed vs their competitors.
9. Teamwork - Feel happy to ask for help from their line manager. Be able to work collaboratively and take on feedback and criticism appropriately. Willing to share skills and expertise with teammates and pitch in to help others to achieve overall business aims.
10. Persuasion - Be competent in convincing others to pursue a course of action, willing and able to handle objections.
11. Relationship building - This is integral to the role. It is required to build relationships with new clients, as well as to build trust internally. Understands customer engagement, builds client relationships, and eventually coaches others to do so.

ITAD Business Development Manager - Behaviours (Actions, Attitudes & Beliefs)

1. Accountability - Being accountable and passing on responsibility for one's actions and those of colleagues and the organisation.
2. Ambition - The drive to climb up, pursue a career, strive for success and try to achieve this.
3. Initiative - The ability to recognise and create opportunities. You are making something happen rather than waiting for it to come to you.
4. Integrity - Adherence to the standards, values and rules of conduct associated with one's position and the culture in which one operates. They are being incorruptible.
5. Need to achieve - the need to set high standards for one's performance to show dissatisfaction with average achievements.
6. Perseverance - The ability to drive plans forward despite adversity.
7. Results orientated - The ability to take direct action to attain or exceed objectives.
8. Empathy – The ability to sense other people's emotions and identify what someone else might think or feel.