Business Development Manager

Business Development – Job Description

The business development role within the Consultancy & Training business at Pareto Law is a new role created off the back of a super successful 2021 and in line with our accelerated growth ambitions. You will join a highly experienced team selling our services globally to a Client base that boasts some of the biggest names in financial services, technology, construction and every vertical market you can imagine.

We are passionate about helping our Clients deliver ‘Best in Class’ training and development solutions to help their people and businesses grow. You will be selling bespoke sales and leadership programmes to business leaders including Managing Directors/CEO’s/Sales Directors/HR Directors/Learning & Development Directors; your focus will be selling the business value and ROI from the services we offer.

You will work alongside Consultants and Trainers who will then deliver the programmes you sell to our Clients.

You will be responsible for creating new business sales and thereafter manage the account in order to expand the proposition to that customer and create long term relationships and revenue streams.

The KPI’s and targets will consist of monthly/quarterly/annual revenue quotas along with metrics around meetings attended.

Behaviours

Energy and enthusiasm for their work, ensuring the focus is always on creating sales with Clients – new and existing

Responsiveness and flexibility to changing business needs – we are a fast-paced organisation on an accelerated growth trajectory

Personal resilience to manage competing priorities

Confidence in working with Senior Client Stakeholders

Consideration of the needs of others alongside the needs of the business

Act with integrity and demonstrate organisational values in the way they interact with others

Deliver the outcomes of their work with discipline, with a willingness to question and challenge as appropriate

Proactively look, listen and question to understand and learn the disciplines of the job

An interest in new ideas and techniques, seeking and taking on board feedback, identifying areas for self-development

Key Skills (including but not limited to):

Business Development

Experience in selling products/services in a business to business environment

Competent at opening up new business opportunities through networking, social selling and picking up the phone to prospective Clients to engage them in meeting

Running meetings with prospects and have the skills to rapport build, set a compelling agenda, question around a Clients strategic priorities, summarise and close for commitment to a next stage (usually presentation of the proposal/recommendation)

Confidently present solutions via Zoom/TEAMS and face to face to clients

Collaborative in the approach to objection handling, closing and negotiating contracts with Clients

Qualify opportunities and manage a sales pipeline to ensure maximum conversion of sales opportunities

Account Management

Continue the relationships with Clients post-sale and organise account review meetings with an appropriate cadence to give feedback to the Client and open up other opportunities to help the Client and upsell/cross-sell

Build strategic relationships with Clients – going higher and wider in networking the Clients organisation to help other teams/departments through our services

Internal Team Work

Works with and influences internal stakeholders to help win deals with Clients (subject matter experts). Team selling and bringing in the right individuals at appropriate points in the sales cycle to help convert the sale

Handover of projects sold to the Lead Consultant/Lead Trainer that will deliver the project and ensure they are introduced to the Client

Project Management

Support with some project management activities aligned to the successful delivery of the Client project

Elevate any risks and issues to the line manager so that we are protecting our Clients and our business

Development Opportunities

This role will develop your skills as a sales professional. Training and development opportunities will be offered in sales

You will have regular performance reviews with your line manager at which development opportunities will be discussed

Significant career opportunities are available as we accelerate our growth