Main Purpose of Job
We are looking for an experienced and ambitious business development person to join our growing
managed print services sales team.
This person will be expected to develop new opportunities and untimely build their database of
clients over time. Their focus will be to sell our managed print services but there will also be the
opportunity to position the range of IT managed and professional services with a view to winning
recurring revenue business.
There will be access to our large database of transactional customers (over 1500) to cross sell our
managed service offerings as well as an expectation that the right person will be developing their
own network of contacts and leads.
Undertake key stakeholder engagement with targeted leads to determine managed print
Develop and implement activity plans which will maximise time in field and engagement
Develop and close business opportunities for a broad range of services and solutions with
Lead and manage multiple engagements simultaneously from a business and customer
Work closely with pre-sales and technical teams to deliver high quality solutions and
proposals back to potential clients.
Minimum 2-3 years of proven sales, business development or account management track
record in a field based role and business to business environment.
Ideally knowledge of professional and managed services selling and the ability to build and
sustain long term relations with vendor alliances and clients to drive revenue.
Excellent proven track record of managing a client base and closing business opportunities
of a high calibre.
Very strong customer-facing experience and exceptional communication skills.
Natural ability to build rapport and maintain effective and trusting relationships with clients.
Ability to communicate, influence and negotiate extremely effectively at all levels of
seniority within a company.
High degree of self-motivation, strong commitment and result oriented
Excellent ability to manage time and workload.
Core Competencies Expected
We understand that sales is a tough business. So, whilst experience is useful, there are a few other
important attributes that we look for:
o A good sales person won’t be put off by a bad sales day. It helps to be thick skinned
and positive, understanding that we can influence and change the outcome.
o You are going to get lots more no’s then yes’s. You must be patient and put in the
effort to get the right results. You have got to be willing to see out the business
development phase of 18-24 months, which tends to be one of the toughest parts of
the Client Relationship Manager role.
Attention to detail
o Manage your time well and you get better results. Less than 2% of sales come from
the first call. Over 70% of sales happen between the 6th and 10th call. So, follow up,
follow up and follow up!
o Yes, there can only be one “Top” sales person, but not much good without a top
team around them. We try and create an environment which supports team
comradery and encourage our sales people to work as hard for their team objectives
as they do for their individual ones.
Conditions of Employment Salary
The salary and benefits for this position will be determined according to the experience of the
Cordant Group is an equal opportunities employer