1. Business Development Manager
If you want to be part of an exciting new business sales opportunity and play a pivotal role
in this company’s success - then this is the job for you!
COMPANY
As the world's fastest growing technology provider of customer retention and acquisition
solutions, Our Client helps Tier-1 service providers to optimise the commercial performance
of their retention and sales advisors by analysing customer usage and needs and - in the
context of the whole market - recommending the most appropriate deal. Recommendations
are tailored to suit each client's business objectives, sector and business model and
delivered through call centre, retail and online channels.
ROLE
Based in London, We are seeking a Business Development Manager responsible for
developing new client relationships and generating revenues in accordance with the
Company’s new business targets. The role will initially be focused on the UK market.
You will be responsible for selling the key Software-as-a-Service (SaaS) products of the
Company within the framework of the pricing structures, products and service offerings
defined by the company.
The Business Development Manager role encompasses selling to Tier-1 service providers in
the mobile, fixed telephony, broadband, digital TV markets and Utility markets.
THE IDEAL CANDIDATE
The ideal candidate will have extensive experience with complex B2B software solution
selling, preferably SaaS solutions, with a successful and proven track record:
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Selling at Senior Director / SVP level. (C Level sales experience and Telco Sector
experience a plus)
Overachieving on sales targets
Selling platforms that are at the early stage of maturity
KEY REQUIREMENTS AND RESPONSIBILITIES
Responsibilities:
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Develop and maintain a pipeline of New Client prospects in the target sectors
Qualify Client opportunities with a view to moving prospects down the sales funnel
abrs (UK) ltd Girdler House, Quebec Road, Henley-on-Thames, Oxon RG9 1EY
Tel: 01491-411020 Fax: 0870-7744-414 Email: info@abrs.com
www.abrs.com

2. -
Secure multi-year New Client contracts based on annual subscription / licensing model in
line with the sales plan
Help the Client Account team secure new product and channel up-sell opportunities within
existing client organisations
Set up meetings between client decision makers and Company’s subject matter experts
Build and maintain ongoing relationships with key Client executives and stakeholders
Plan approaches and pitches. Work with team to develop proposals that speaks to the
Client’s needs, concerns, and objectives.
Understand the business problems of customer acquisition and retention faced by our
Clients and use this knowledge to support the sales process
Work closely with the Finance Director and Client Account Director during the contracting
and bidding processes
Participate in pricing the solution/service
Handle objections by clarifying, emphasizing agreements and working through differences
to a positive conclusion
Provide visit reports and sales progress updates including updates to management team
Develop and maintain new business sales plans for the Company’s prospects.
Submit weekly progress reports and ensure data is accurate.
Ensure that data is accurately entered and managed within the Company’s sales
management system.
Forecast sales targets and ensure they are met
Industry Experience:
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10+ years experience in B2B sales
Experience of selling SaaS products
Experience with complex, multi-stakeholder sales
Industry knowledge of one or more of the following sectors: mobile telephony, broadband,
fixed telephony, utilities.
Start-up / early-stage company experience an advantage.
Have attended sales methodology training an advantage
Our Client is looking for someone who is:
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Tenacious, ambitious, and hungry for success
Considers attention to detail a top priority.
Excellent communications skills
Bright, energetic and proactive
Disciplined, organised, meticulous and thorough
Team player, committed to overall company results
ADDITIONAL INFORMATION
Position Type: Permanent
Location: London - UK based
abrs (UK) ltd Girdler House, Quebec Road, Henley-on-Thames, Oxon RG9 1EY
Tel: 01491-411020 Fax: 0870-7744-414 Email: info@abrs.com
www.abrs.com

3. Job Search Category: Information Technology, Telecommunications
Minimum Education Level: Bachelor's Degree
Minimum Career Level: Experienced (Manager)
Relevant Work Experience: 10+ years
Travel Requirements: Travel within UK will be required.
Apply
For more information please contact Martin Offwood, Partner, abrs Executive Search
Practice using martinoffwood@abrs.com or 07917 443126.
abrs (UK) ltd Girdler House, Quebec Road, Henley-on-Thames, Oxon RG9 1EY
Tel: 01491-411020 Fax: 0870-7744-414 Email: info@abrs.com
www.abrs.com