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.

Job Descriptions

Business Development

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.

Customer Service

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.

Product Knowledge

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.

Customer Records

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.

Sales

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.

Basic Function:

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.

Principal Duties:

The following are principal duties of the Business Development/Account Managers

Leadership and Management

• represent company in a positive and professional manner
• work with all personnel and outside contacts to satisfy clients and achieve company goals
• identify areas of revenue improvement in the company and assist in creating and implementing solutions
• arrive to work and meetings on time and prepared
• maintain work areas in a clean and organized manner
• exercise sales leadership proactively on each engage opportunities

Enterprise Selling

• Cold calling into CRM data base to ensure fulfill 10 weekly appointment / opportunities / quotation quota to specifically identify the following:

1. what systems does the prospect customer have installed?
2. when is the current service contract up for renewal?
3. who is the current service provider?
4. who is the person responsible for the service provider/vendor selection or maintenance contract?
5. any immediate business opportunities can be undertaking to initial and penetrate the customer accounts?
6. who is worth the time to build up the long term trusted business relationship?

This information qualifies the customer from Suspect to Prospect / qualified lead for sales engagement status.

• Record all above data in CRM. Follow the company sales playbook for moving a suspect to prospect / qualified lead to sales engagement status and work with Business Development Unit Head or Upper Management to have engaged opportunities and accounts report on the progress and decide enterprise engagement strategies and tactical execution
• Review all current opportunities/quotes/proposal in system include move any lost or inactive quotes into CRM as future engagement  reference to ensure focus on key result areas to assist company to yield a reasonable return on investment.
• Establish a report for lead/opportunities tracking and status to management
• Work with Business Development Unit Head to sort a Monthly Target List from the CRM suspect/prospect/engagement case data base to show progress in a particular target area i.e: Government, Corporate
• Participate in meetings and take responsibility for selling improvement initiatives and other assigned action items

Responsibilities:

The Business Development/Account Managers is responsible for ensuring that:

• All of the duties of the position are completed as per the job description
• Business Development/Account Managers duties are performed accurately and on time

Authorities:

The following are principal authorities granted to the Business Development/Account Managers:

• exercise the responsibilities and perform the duties of this position. This includes full decision-making authority for all responsibilities and duties

Reporting Relationship:

Business Development/Account Managers reports to the Head of Business Development

Qualifications:

• minimum three (3) years successful enterprise selling experience (whether for corporate or government)
• possess an understanding of Enterprise IT Services
• Proven skills selling Enterprise IT services and solutions
• College degree
• Proven relationship building skills
• Proven, demonstrable presentation/demonstration skills
• Proven, demonstrable technical, solution selling skills: Probing, listening, deal making
• Professional phone and appearance image
• Working knowledge of Microsoft Word, Excel, PowerPoint
• Working Hours 9:00 am – 6:00pm

Measures of performance:

The following will be used to evaluate the performance of the Business Development/Account Managers:

• Goal of winning and closing annual contract values of RM 1,000,000 / USD 250,000 Quarterly progress of new business closing for the business for company.
• Submitting report on a weekly basis on number of appointment, opportunities, quotation and total value, number of deals closed now and forecast period that came from efforts.

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.

Working conditions

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: ___________________________