Business Development - L3 Software (LIMS & QMS)

Responsibilities:

• Business Development
  • Monitor and assess sales and market data for a specific geographic region and produce reports that will assist management in formulating strategy and identifying areas in the market where business can be developed.
• Customer Relationship Development / Prospecting
  • Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.
• Customer Needs Clarification
  • Set clear objectives for each sales call or meeting; tailor standard materials to make presentations to decision makers and influencers within the customer organization; and ask relevant questions to gather information, to evaluate the customer's level of interest, and to identify and respond to areas requiring further information or explanation.
• Sales Opportunities Creation
  • Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.
• Sell Customer Propositions
  • Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations. Present these to the customer with a clear rationale and at standard commercial terms, referring to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement.
• Promoting Customer Focus
  • Assist with the development of internal communications and work collaboratively with colleagues to build strong external customer relationships and meet customer needs.
• Customer Relationship Management / Account Management
  • Develop and implement a relationship management plan for existing customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues. Collect feedback from identified customers or customer segments to ensure their needs are met, providing themes, summary analyses, and recommendations for changes based on customer input.
• Customer Relationship Management (CRM) Data
  • Monitor team members' use of the customer relationship management system, identifying and resolving standard issues and escalating these to a senior manager as appropriate.
• Operational Compliance
  • Identify, within the team, instances of non-compliance with the organization's policies and procedures and/or relevant regulatory codes and codes of conduct, reporting these and escalating issues as appropriate.
• Personal Capability Building
  • Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation where relevant to improve performance and fulfill personal potential. Maintain an understanding of relevant technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media.

Behavioral Competencies:

• Customer Focus
  • Builds strong customer relationships and delivers customer-centric solutions. For example, digs deeply into customer feedback and drives the innovations that can enable the organization to better meet customers' future needs. Frequently adjusts approach to ensure customer needs are met and to improve service.
• Manages Complexity
  • Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, looks at complex issues from multiple angles; explores issues to uncover underlying issues and root causes; sees the main consequences and implications of different options.
• Instills Trust
  • Gains the confidence and trust of others through honesty, integrity, and authenticity. For example, demonstrates integrity, upholding professional codes of conduct. Instills trust by following through on agreements and commitments despite competing priorities and by being honest and straightforward.
• Drives Results
  • Consistently achieves results, even under tough circumstances. For example, devotes considerable effort to surpassing goals and achieving the best possible results; goes above and beyond to achieve excellence. Drives ahead with great focus when faced with obstacles and setbacks; maintains productivity and a positive attitude.
• Collaborates
  • Builds partnerships and works collaboratively with others to meet shared objectives. For example, readily involves others to accomplish goals; stays in touch and shares information; discourages "us versus them" thinking; shows appreciation for others' ideas and input.

Skills:

• Customer-Focused Approach
  • Works without supervision and provides technical guidance when required to orient the seller's organization around delivering to the key needs of their customers.
• Initiates Compelling Sales Conversations
  • Works without supervision and provides technical guidance when required to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client.
• Knows the Buying Influences
  • Works without supervision and provides technical guidance when required to accurately identify and understand the key buying influences pertaining to an opportunity.
• Manages Buyer Indifference
  • Works without supervision and provides technical guidance when required to acknowledge and ask questions to understand the circumstances surrounding client indifference.
• Understands Buying Influencer Needs
  • Works without supervision and provides technical guidance when required to quickly and accurately define the needs of the key buying influencers.
• Verbal Communication
  • Uses clear and effective verbal communication skills without supervision and provides technical guidance when required on expressing ideas, requesting actions and formulating plans or policies.
• Builds Rapport
  • Works without supervision and provides technical guidance when required to quickly and effectively establish trust within the buying centers in the client's organization.
• Commercial Acumen
  • Applies understanding of the business environment and objectives to develop solutions without supervision, while also providing technical assistance when necessary.
• In-Depth Questioning
  • Works without supervision and provides technical guidance when required to explore the depth and breadth of a problem, draw out the implications of not changing, and help clients self-discover and articulate the value of a solution.
• Manages Resistance
  • Works without supervision and provides technical guidance when required to acknowledge a client's indifference and gain agreement from the client to discover the root causes of resistance.
• Navigates Customer Challenges
  • Works with full competence to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works without supervision and may provide technical guidance.
• Questions Strategically
  • Works without supervision and provides technical guidance when required to uncover clients' explicit needs and/or unforeseen opportunities and challenges.
• Strengthens Customer Connections
  • Works with full competence to connect with customers to strengthen the relationship, meeting personal needs through positive customer experiences. Typically works without supervision and may provide technical guidance.
• Understands Customer Needs
  • Works without supervision and provides technical guidance when required to articulate the customer needs in the customer's business language and business context.
• Understands Issues/Motivations
  • Works without supervision and provides technical guidance when required to quickly identify and accurately articulate why a client does or does not want a change based on their business objectives and challenges.
• Closes Effectively
  • Works without supervision and provides technical guidance when required to arrive at mutually beneficial commitments that help move the sales/client relationship forward.
• Customer and Market Analysis
  • Conducts research and analyzes data without supervision while providing technical guidance as needed in order to develop a comprehensive understanding of customer and market conditions that enables maximum return on investments.
• Diagnoses Needs with Questions
  • Works without supervision and provides technical guidance when required to ask questions that encourage the client to talk openly about their key objectives and challenges.
• Effectively Presents Solutions
  • Works without supervision and provides technical guidance when required to clearly present solutions that link directly to the key objectives and challenges important to the client.
• Managing Change
  • Works without supervision and provides technical guidance when required on maintaining high performance while applying a change mindset to the planning, execution and monitoring of business activities during times of change.
• Negotiates Strategically/Tactically
  • Works without supervision and provides technical guidance when required to facilitate the commercial details of an opportunity such that both parties are satisfied with the value gained.
• Policy and Procedures
  • Works without supervision and provides technical guidance when required on developing, monitoring, interpreting and understanding policies and procedures, while making sure they match organizational strategies and objectives.
• Pre-Call Preparation
  • Works without supervision and provides technical guidance when required to carefully prepare for client interactions using established frameworks.
• Prospecting
  • Works without supervision and provides technical guidance when required to identify ideal potential clients.
• Qualifying
  • Works without supervision and provides technical guidance when required to spend the appropriate time for the size and potential of each opportunity.

Education:

Bachelor's Degree or Equivalent Level

General Experience:

Experience enables job holder to deal with the majority of situations and to advise others (Over 3 years to 6 years)

Managerial Experience:

Basic experience of coordinating the work of others (4 to 6 months)