Business Development Manager (Further Education)

• Achieving monthly sales target.
• Introducing and managing new business sales opportunities covering the current and future Aptem product and service portfolio.
• Applying a detailed and consultative sales process with supporting documentation including meeting summaries, proposals and opportunity management sheets.
• Performing against clearly defined key performance indicators.
• Account research and planning and the ability to build a relevant sales strategy for your assigned accounts.

Key Responsibilities

• Sell into assigned accounts.
• Achieve performance against clearly defined key performance indicators. 
• Achieve monthly, quarterly and annual sales targets.

• Tailor Aptem demonstrations and presentations to suit the prospective client’s individual requirements in face to face or digital meetings.
• Completion of opportunity management sheets in large opportunities.
• Understand why the prospective client would buy Aptem products and services.
• Gain an understanding of the decision-making unit inside the prospect and the individual wins each stakeholder is aiming for.
• Ask the right questions to extract the buyer’s procurement process and accurate timelines for forecasting.
• Apply the Opportunity Scorecard to all opportunities and review at the right stages.
  • Develop market sector knowledge and keep current on industry issues and initiatives that can be drawn on to engage and position Aptem products and services
  • Product knowledge sufficient to manage product deep dives sessions with prospective buyers

• Manage the tasks and timelines for bid completion leaving plenty of time for review.
• Source all the answers needed to prepare a bid from company documented resources before pulling in additional people.
• Can prepare a bid pitch and demonstration in line with bid guidelines.
• Use bid scorecard to evaluate if the opportunity to bid is worth our resource and investment.
• Ask the right questions to help support the bid scorecard, gain clarity and to respond with the best as possible bid document.
• Able to quickly and accurately manage access to any online bid portal provided by the prospective client.

• Qualify sales opportunities in line with ideal customer profile, principally by telephone, email and social media.
• Plan own activity to ensure all leads are explored and followed up.

• Log all calls/meetings/contacts and email activity into the CRM system and actively manage the client database to ensure information is accurate and kept up to date to enable accurate reporting, forecasting and targeted marketing activity to generate new business.
• Collate accurate information on prospective clients on to the CRM system to enable future follow up.
• Identify past prospects for follow up calls and meetings. Re-establish contact to sustain interest in Aptem products/services.
• Produce excellent quality and customised proposals for the prospective client.
• Complete all handover documents and invoice request forms accurately and in a timely manner.
• Schedule and complete internal handover call with Implementation Consultant to confirm what has been sold to the customer.

• Attend events & seminars representing Aptem.
• Feed into the marketing team key messages, challenges and trends seen inside our prospective clients.

Skills Knowledge and Expertise

• Excellent understanding of the Aptem platform, its system functionality and its outputs.
• Good understanding of Salesforce.
• Good working knowledge of Microsoft Teams.
• Working knowledge of other Office 365 applications (Outlook, SharePoint, Word, PowerPoint etc.)

• Strong, professional communication skills across all channels (face-to-face, email, presentations, calls, etc.)
  • Maintains clear professional verbal communication at a controlled pace and can use their tone to build relationships and influence
  • Maintains good communication hygiene
  • Adapts their communications style based on their audience
  • Can communicate often complex and technical topics in an easy-to-understand way
  • Asks open and curious questions and listens to the response
  • Recognises that they are their own Brand, representing Aptem always
  • Will challenge politely the clients thinking
  • Is politely assertive when dealing with more challenging individuals
  • Uses body language to manage the room and enable them to build relationships, influence, handle tough questions and invite good ones
  • Adopts an open and honest style of communication that provides full transparency of the capabilities of Aptem products and services
    
    
• Experienced with engaging and managing stakeholders at all levels.
  • Builds trusted stakeholder relationships quickly
  • Effectively manages stakeholder expectations
  • Delivers difficult messages professionally and with confidence
  • Ability to influence people at all levels
    
    
• Excellent negotiation skills.
  • Can hold the full price of Aptem Products and Services and bring the client back to the value add
  • Can maintain standard terms and conditions and understands the importance of doing so to better manage the clients contract change requests
  • Refuses to negotiate early in the sales cycle
  • Can say “No” to a prospect
    
    
• Demonstrates good personal organisation and close attention to detail
  • Agrees and prepares customised agendas for their prospective client meetings
  • Prepares tailored presentations and demonstrations based on their prospective client’s requirements