Sales Business Manager at BT

Job description

Key Purpose Of The Role

To acquire, grow and defend profitable security business, to achieve specific targets by identifying new and qualified security opportunities, and selling Security related propositions and products in the UAE and globally as required.

To provide specialist advice on the security portfolio, to account owners, to ensure the most appropriate proposition to meet the client’s needs is developed and presented in the most compelling way.

Key Responsibilities

• To maintain and develop appropriate product and commercial knowledge in line with the BT Security and Global Services strategy.
• Working with the account teams, to understand, qualify and develop opportunities through to closure and implementation.
• Developing the sales campaign plan, with the account manager, for each security opportunity, ensuring each member of the sales opportunity team understands their role and responsibility.
• Widen and deepen opportunities as appropriate to maximise the value of the opportunity for BT.
• Understand the procurement timeframes, milestones and methodology and ensure full compliance.
• To provide accurate, timely reports for senior management as required.
• Understand the decision making criteria of the client and gain insight into the weighting of the technology, commercial offer and the price point.
• Combine all aspects of any solution into a high quality, cohesive and compelling sales proposal document and presentation as required.
• To ensure accurate forecasting against target, with an appropriate plan and prospect coverage to meet target. This plan will be communicated to the line manager and performance against it will be integral to reporting procedures (1:1, DPR, OR etc.). All opportunities to be appropriately badged with correct BT Assure categories, associated revenues and sales specialist to be picked into the sales team on Sales Force.
• To ensure all required commercial assurance processes are followed.
• To embrace the principle of continuous improvement and maintain a PDP in support of this.
• To ensure all BT Security Sales procedures are understood and followed (Qualify calls and WNB process as appropriate). For example ensure that appropriate technical design/service/financial elements of the solution are completed by a Sales Engineer/Operational Architect/Finance Analyst.
• Ensure that all mandatory training is completed appropriately and correctly on the BT LMS portal giving management a clear and accurate view of completed training.
• To ensure the team grow, acquire and defend profitable business using long term GS contracts where possible
• To be directly involved on major accounts and prospects to support multi-level selling approach
• To build and maintain senior relationships internally with all key stakeholders and externally with all appropriate clients.
• To ensure that all Performance Management processes are understood and followed in accordance with BT policy.
• Ensure that utilisation is measured and recorded appropriately and correctly on BT time recording systems in a timely manner and following local instructions giving management a clear and accurate view of resource metrics.
• Ensure that all sales related administration is appropriately completed in a timely manner and following local instructions giving management a clear and accurate view of completed activities.
• To operate within SG&A budgets both personally and across the team, ensuring that all SG&A expenditure is measured and recorded appropriately and correctly on BT systems on a monthly basis giving management a clear and accurate view of these metrics.
• Commission claim voucher to be submitted monthly with supporting evidence to your line manager, date as published within pay plan policy document giving management a clear and accurate view.

Salary

Competitive

Qualifications

Educated to degree level, or relevant job experience.

Skills/Experience

• Relevant experience in the sales function.
• Strong leadership skills in managing, motivating and coaching.
• Strong presentation skills.