Job Description
Description
Bromcom is now established as the first choice for cloud MIS for school, academies and MATs. UK’s best performing and large MATs and most recently LAs have chosen Bromcom.
Job Description
We are expanding our teams and looking to recruit Business Development Managers to drive and to generate meeting volumes and opportunities. This is targeting School by School sales who need consultative, solution lead sales, lead generating, calls to engage and understand the customers objectives and pains and open up well qualified opportunities.
You will have sales call background engaging in school’s administrator and/or senior leadership team in designated area. Most schools will already have Bromcom MIS in their neighbouring schools.
Bromcom alongside MIS has also integrated Finance solution. You should make a great use of this product and company differentiator as part of your proposition. You will be responsible for following existing and also opening new opportunities for qualified prospects through a process of engagement, fact finding and qualifying business pain and objectives that you can sell to.
Responsibilities include:
• Work with on the primary and secondary pipeline who have had demonstration and a proposal some time back and refine data and then follow up with contact calls/marketing materials to open dialogues and update on position and progress to successful closure.
• New enquiries that come in to qualify and arrange demonstration and lead to an engagements to achieve new pipeline prospects.
• Outbound calls: Outbound calls are essential part of your role. Work on any specific follow ups with outbound calls for primary pipeline for present and forthcoming quarters to supplement resources as they prepare to place orders – act as a second pair of eyes on those interactions help build quotes as the prospects go through the thinking process around procurement. Below are the Rules, The Best Practices and KPIs for Outbound Calls.
• Slide Presentation and demonstration: High standard is set for slide presentation and demonstration, and you will expect you to keep to this standard and refresh via bootcamp sessions organised from time to time and at least once a year.
• Cooperate / coordinate with the Marketing Team to send out the marketing materials that they will create for schools and then work together on the follow up to set up calls/conversations/demos and engagements
• To help work through any specific objections that are raised to close down potential sales.
• Help to open up new opportunities with schools based on intelligence gathering
• Achieve a minimum of 60 attempted dials per day, with a talk time beyond 2.5 hours, delivering a minimum of 3-5 appointments for presentations/demonstrations per week on Teams Meetings or onsite visits.
• Working closely with marketing to understand size of opportunity and producing campaigns within your vertical sector.
• Full use of CRM (MS Dynamics 365) to record activity, conversations and KPI’s. Entering all activities into CRM D365 is mandatory and it is relied on establishing BDM’s engagement and contribution in sales orders (specifically MATs).
• Ensure that accurate and robust forecasting of your appointment pipeline to a target of £1m per year per region
• Weekly and termly reporting
• Work to and achieve best practice performance and sales standards expected by the business.
• To become an expert within the sector you are focused on through networking and reading.
The Successful Applicant:
We are looking for positive, goal driven, hungry motivated business development professionals!
Experience required:
• Tech savvy and interested in technology.
• Ideally with experience in school MIS and Finance
• Ability to structure and control a call.
• Committed, with a track record of overachieving.
Rules, Best Practices and KPIs for Outbound Calls:
• Rule: Each week you will allocate minimum 40% of your time for outbound calls. These will be in minimum half-day slots and will be stated in OWR as part of weekly report on KPIs.
• Best Practice: Apply the outbound calls in key areas stated above (Follow up pipeline, CRM Call feed, Feeder School and MAT with foothold). More details will be provided.
• KPIs: Will be updated from time to time to industry standard accepted productivity and practices. KPIs will be reported on weekly OWR.
