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Full-time Business Development Manager - Sustainable Solutions

at ESG Search in Singapore in Asia

IDENTIFIES: Using a consultative approach and defined service customer engagement, identifies, closes and expands client´s services opportunity to meet revenue objectives, delivering high value offerings by identifying needs /solutions
-With all major stakeholders in practice management, business and delivery management, and global support team management, including Finance, Planning, Human Resources, Marketing (to identify customer wants and needs opportunity assessments and to execute successful sales events)and in general with all personnel at unit level in project and account team meetings.

LEADS: Thought leader, manages a portfolio of opportunities to ensure stream of contracts and revenues. Maintains an up-to-date view of the portfolio using the selected CRM tool. Assesses market opportunities, generates client leads and develops business plan, pipeline, to meet revenue objectives and is the key owner of all the aspects of the client development and deal closure including follow up on long term client relationship; Leverages appropriate project management, product / industry specialists as effective selling resources;

INTERACTS: -Works with Account Executives, Practice Leaders and/or Solution Architects to identify and pursue revenue generation and solution opportunities; with Account managers to develop detailed account plans, setting specific milestones and with PM to help develop detailed account plans, during project charter process, setting target actions by defining macro scopes of work, schedules, time allocation of team, client proposal and implementation.

COACHES: and mentors PM and junior sales to obtain full effectiveness of time use and development of sales skills, while engaged in client delivery.

MARKET KNOWLEDGE: Maintains current working knowledge of existing and new product and competitive service offerings as well as changing client demands giving input to management.

DOCUMENTS: captures learning and improvements in database as well as tracks financial metrics and reports.

Direct ACCOUNTABILITY for fulfilling product offerings, and involved in internal account reviews and development, and futures sale phase; retains account ownership post signing; tactical work is the accountability of other team members.
Has joint responsibility for profitability and client satisfaction with PM, having performance review based on the number of signed contracts in the year revenue and future backlog. Is accountable also to have specific annual new business development objectives, to measure performance.

Desired Skills & Experience

Education/Experience and Technical competencies:-
BA or BS or equivalent in business, sales / marketing or related business ; MBA / Advanced degree preferred
5 years of relevant sales experience of services preferably, demonstrating achievement of service sales results with high revenue growth, profit and customer satisfaction
Experience in a consulting firm preferred, having gained in depth understanding of the consultative sales approach methodology and the ability to coach and guide others in its application as well as CRM tools
Project Management experience preferred and working knowledge of Power point, Word and excel
Fluency in both written and spoken English and one other Asian language. Any other will be a plus.
High travelling percentage to different background countries throughout the world up to 80%

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Published at 18-04-2013
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