|Business Development / Account Manager
Nature of the Work
Business Development / Account Manager are sales and marketing representatives who do business strictly focus on Enterprise / Industry Sector Selling (whether in the assigned Enterprise Industry Sector, Corporate Segment, Government or Focus Key Result Area by perform ongoing proactive engagement activities via the phone, email, meeting, presentation, demonstration, evaluation, proposing, quoting, follow up, business negotiation to commitment to buy and closing.
The work include sell directly to Enterprise / Government or Reseller Channel Partner to get deal done, to gather pre-engagement information, initial meet up opportunities discussion, requirements engagement to business deal making.
The work required to call and meet a long list of potential customer, sharing what with can do for them, conduct presentation, proposing business, attempt to up selling or cross selling for workable business opportunities. Business Development/Account Manager responsible for proactive in acquiring the company customers.
The duties of Business Development/Account Manager include sales and business relationship engagement till closing . The post require to work as a team with other inter departmental team members and external partners.
Business Development / Account Manager have a set of business development / target account development / industry account development accountability and strategic assignments to be accomplish within the assign time frame.
While a large part of enterprise selling revolves around a sales script or guidelines, being patient and willing to invest in the trusted relationship with the potential customer is a vital aspect for Business Development/Account Managers.
It is difficult to sell any product if you have no knowledge of it. Business Development / Account Managers must know everything they can about the products they are selling to be better equipped to explain products and services to their customers and use it as the strategic weapon to compete and winning the confidence from the potential customers.
Another duty Business Development/Account Managers must perform is recording suspect/prospect/customer and opportunities information. This not only includes name, address, phone number, and so forth, but also reactions to products by prospective customers. Most of this information is entered into a database during the call or after meet up.
Ultimately, the number one duty of a Business Development / Account Managers is to make sales directly or indirectly that contribute to personal quota achievement and company goal.
Follow-Up Calls/Meet ups
One final duty is follow-up calls and Meet ups. These can be an attempt at more sales relating to their previous purchase, or just a courtesy call/meet up to thank the customer for their business or proactive in probing/developing for new business opportunities.
The function of the Business Development/Account Managers is to provide engaged qualified sales lead till winning the deal to to ensure the department is able to meet growth targets.
The following are principal duties of the Business Development/Account Managers
Leadership and Management
This information qualifies the customer from Suspect to Prospect / qualified lead for sales engagement status.
The Business Development/Account Managers is responsible for ensuring that:
The following are principal authorities granted to the Business Development/Account Managers:
Business Development/Account Managers reports to the Head of Business Development
Measures of performance:
The following will be used to evaluate the performance of the Business Development/Account Managers:
Education and Training Requirements
Enterprise selling requires no particular educational credentials and training is generally provided on the job. The most successful Business Development/Account Managers have good telephone and professional deal maker personalities and strong sales skills.
Advancement Possibilities and Employment Outlook
Business Development/Account Managers may become supervisors or sales managers, Head of Department or Business Development directors.
Business Development/Account Managers expect to work and deal with a lot of potential customers, from calling, visiting, presenting, quoting, proposing, negotiating, closing and follow up deal to fulfill quota that direct tie to your performance scoring that direct impact on your overall remuneration package (e.g., bonus, commission, increment entitlement as the positive reward).
This Job Description Has been Agreed Upon By:
Immediate Supervisor : _________________________ Date: __________________________
Business Development/Account Manager : _________________________ Date: ___________________________