Business Development/Sales Director at Life Healthcare

Introduction

Meet annual sales targets by proactively identifying and generating sales opportunities, leading the subsequent solutioning and bidding process thereby securing repeated wins. Ensure growth meets preferred delivery model and profit criteria with the aim to secure sustainable re-occurring contract revenue.   

Devise sales messages and marketing themes highlighting Life EHS USP’s and lead the business’s general marketing approach.  Lead, motivate and manage the sales team ensuing quality output and achievement of targets overall. 

Main Duties and Responsibilities 

• Individually, and with your team, identify and develop relationships with senior decision makers within prospective clients in our chosen sectors upstream of tender notice (both current markets and new).  
• To ensure “upstream” activity, the role will lead and ensure direct cold calling, email and mail campaigns are run, obtain referrals and attend network events to initialise sales relationships. This person will liaise carefully with Regional Business Managers to obtain introductions to current clients for the purpose of securing future business. 
• Deliver presentations to prospective clients ahead of tender so they are familiar with key Life EHS Unique Selling Points. Impress prospective clients such that they ensure and bid document provides opportunity for Life EHS to market strengths. 
• Discover prospective client’s main operational, cost and competitive requirements and desires for their OH, EWP and Wellbeing services ahead of the bid and advise the bid team so they shape the bid document accordingly, with a focus on health risk solutions. 
• Qualify bids for progression based on an assessment of ease of wins (relationship) – deliverability – profitability and strategic fit. Categorise prospective bids into ‘must win’, ‘desired win’ and “no bid” categories. 
• Mange the bid writing team providing the necessary feedback to develop and evolve bid strategy. Ensure a golden thread of win themes in contained in our tenders/proposals and that delivery options are clear to the client. 
• Write/oversee the “Executive Summary” for key tenders and ensure the bid team’s general written approach is in alignment with sales solution and that the bid is suitable and of high quality. 
• Lead and formulate delivery solutions (with operational & subject matter experts support) and help ‘solution’ the bid in a manner that Life EHS can deliver and that the client wishes to buy. 
• Work with finance team in pricing the bid by ensuring that they understand key output and model requirements. 
• Author and develop tender beauty parade sales presentations and jointly attend key sales presentations with medical director, regional business manager and CEO.  
• Lead conversations with the prospective client during the sales lifecycle including advising modifying bid responses as appropriate to secure a win. 
• Develop relationships with 3rd party suppliers whose support would strengthen our sales proposition. Agree formal SLA and MOU’s for future bidding activity (sign off via central governance). 
• Provide HubSpot updates and ensure the Life EHS pipeline is kept up to date. Provide weekly pipeline reporting to CEO and internal decision makers. 
• Achieve Life EHS quarterly, half-year and annual sales growth and EBITDA growth targets.  
• Any other task activity that CEO determines as part of this role from time to time. 

Experience, skills and knowledge required for the role 

• Extensive experience generating and leading the sales and bid process in the B2B services sector. 
• Proven ability to cold call, network and independently, proactivity generating sales leads. 
• Knowledge of the typical bid/tender life-cycle and experience in successfully navigating the same. 
• Adaptable, resilient and results focussed. Must be hungry and able to meet and exceed sales targets. 
• Strong communication skills (both written and oral) as well as excellent presentation skills. 
• An understanding of the Health, Wellness & Occupational Health marketplace and added benefit. 
• IT literate. 
• Current driving licence. 
• Degree or diploma graduate preferred but not essential. 

Key Performance Indicators 

• New prospective client contacts, networking and general demonstration of being upstream of bid. Market aware. 
• Demonstrate high solutioning, bidding and sales tactics during bid processes. 
• 30%+ win rate and meeting quarterly, bi-yearly and annual sales targets.