Business Development Manager - IT Telecoms

TRB Recruitment
Harlow, Essex
09 Jul 2017
08 Aug 2017
Contract Type
Full Time

Job Title: Business Development Manager - IT Telecoms

Location: Harlow + extensive UK travel

Salary: £45k max plus £5k car allowance/car

Business Area: IT, Telecoms Installations & FTTH

Reporting Lines/Relationships

Responsible to: Managing Director

Direct Reports: None

Key Internal Relationships

IT Telecoms Installations Installation team

Other Business Managers and Sales & Marketing team

Managing Director


Role Overview

The Business Development Manager will generate new client leads and new business opportunities focusing on our offering into the Commercial, Private and New Build sectors.

Main Purpose

Deliver a Revenue and Gross Margin target from sales of IT & Telecoms infrastructure Products into the Commercial, Private and New Build Sector including but not limited to Builders, Electrical Contractors, M&E Consultants and Architects.

Meet new business client and contract win KPIs.

Work closely with the Marketing team to develop & oversee marketing Strategies aimed at delivering additional Opportunities and ultimately Orders for IT & Telecoms infrastructure products from these sectors.

Manage the key New Build / Commercial accounts on a day to day basis to ensure that repeat business and cross product sales opportunities are maximised.

Share enhanced level of expertise as required.

Key Performance Areas

Proactively undertake lead generation through targeted marketing activity, develop quality contacts with a focus on new client relationships that will deliver our target contract portfolio.

Technical Appreciation of all Group products, particularly IT & Telecoms infrastructure, allowing for confident customer conversations and presentations.

Development of approved and robust pricing frameworks.

Working closely with Technical & Sales support personnel to optimise time spent in front of customers whilst maintaining quality of proposal delivery.

Maintenance of all client contact and opportunities through the Group’s CRM system.

Presenting the Group and it’s products to corporate customers in the New Build Sector at all levels.

Delivery of order packs to Installations (and Service) teams for implementation.

Liaison with Installations (and Service team) to ensure ongoing delivery of KPIs to all customers.

Ongoing Management Key accounts.

Regular reporting of performance against targets.


Based from Harlow Head Office.

Extensive UK travel will also required - potential for overnight stays.

Competency Rating Guide & Behavioural Profile

Critical - The Competency is critical to achieve role objectives

Required - This competency is important and is required to achieve role objectives

Supportive - This competency may help to achieve role objectives

Main Duties of the Role


Identification & qualification of potential customers.

Sale of Group products particularly Security products into New Build (B2B), Commercial and Private sector clients.

Development and implementation of sector specific marketing campaigns.

Delivery of sales against revenue and margin targets.

Effective use of CRM to capture and track leads.

Delivery and hand-over of Orders to Installation (and Service) team.

Delivery of tenders to win major works contracts.

Customer Service

Daily interface with customers.

Management & development of key customer relationships.

Development of new customer relationships.

Customer focused in all activities to ensure maximum business return.


Production of Board reports & presentations where required.

Regular external communication with external B2B customers.

Delivery of presentations one to one and to large groups of people.

Production of high quality business proposals for potential customers.


Presentable and credible to internal and external customers.

Experience preferences

Business 2 Business Sales / New Build sector experience.

Account Management.

Marketing strategy and campaign delivery.

Team leadership.

Tender delivery