Business Development Manager

About Sedex

More than 85,000 businesses across the world have made Sedex their trusted partner in creating a more socially and environmentally sustainable supply chain.

From our platform’s unrivalled data insights to our team’s expert guidance, Sedex makes it easy for companies to manage, assess and report on sustainability performance.

Our Vision is to be a leader in making global supply chains more socially and environmentally sustainable.

Our Mission is to supply data-driven insight through the most accessible tools and services. We engage with companies and our community to continuously improve their environmental, social, and governance (ESG) outcomes.

The role

We are looking for a proactive, high achieving Business Development Manager with a proven track record of exceeding sales targets to drive new business enterprise software sales in the dynamic field of sustainability and ESG. In this role you won’t just sell a product, you will be improving the lives and working conditions for people around the world with each deal you close.

As our ideal candidate, you are a new business hunter with significant experience selling complex solutions to Director and C-Suite level decision-makers. You have a robust skill set in enterprise level consultative sales. You have a deep understanding of the MEDDIC qualification process and use it to drive your success. You know how to galvanize Champions, gain access to Economic Buyers, build value for multiple stakeholders, and gain organizational commitment to action. You are always in the top 25% of the sales rankings, have exceptional communication skills, a relentless winning attitude, and thrive in a 'start-up like’ rapidly changing environment.

Your primary responsibilities will include creating qualified sales opportunities, identifying customer needs, crafting personalized solutions, communicating value to create budget, and effectively mobilizing support to close deals. You are accountable for sales forecasting, pipeline management, and exceeding assigned revenue targets based on new logo sales. You take full responsibility for your success by prospecting your own opportunities. You work collaboratively with Marketing and SDR teams to ensure a stream of high-quality meetings on your calendar. You thrive solving complex problems and delivering solutions to your customers.

Main Responsibilities

• Build and maintain a 500% pipeline
• Exceed assigned new business sales quota
• Achieve daily KPIs
• Sales calls/ meetings to proactively move opportunities along the pipeline
• Maximize all sales opportunities and achieve individual targets.
• Establish customer needs by building rapport, using effective questioning techniques, and matching to Sedex product and service offerings
• Demonstrate Sedex products and services following requirement gathering
• Coordinate with the VP of Sales to arrange customer visits where appropriate.
• Respond to incoming inquiries in a timely manner according to internal SOPs
• Complete proposals in collaboration with internal stakeholders
• Support the VP of Sales by generating weekly, accurate, sales and forecasting reports
• Create new business sales opportunities through prospecting and territory management
• Qualify inbound leads effectively, making quantified solution recommendations by matching business requirements to Sedex solutions
• Respond to internal and external emails in a professional, timely manner
• Document activities and follow through on actions required from sales visits, product demonstrations, and calls
• Maintain an accurate record of activities, contacts, and account information in Salesforce to reflect the appropriate contact and market intelligence
• Feed into market research and customer segmentation to identify potential leads
• Contribute to competitive analysis for key markets, industries, and customer segments
• Collaborate with the Marketing team where required to help to develop high impact marketing and lead generation campaigns
• Assist in representing Sedex at external events and meetings
• Other sales and market research related duties as required

Skills and Experience

• B2B telesales, and product demonstration experience preferably in Business Intelligence/ Big Data/ SAAS
• Experience exceeding targets and meeting deadlines in pure New Business generation and KPI driven environmentsExcellent communication skills, confident, impeccable presentation, and negotiation skills
• Understanding of personal KPIs and how they feed into sales plans, and exceeding targets
• Proven experience producing and executing comprehensive new business sales plans
• Strong administrative and CRM experience / proficient and comfortable using Salesforce.com
• Demonstrable experience of putting together ROI and solution focused client proposals
• Excellent revenue forecasting abilities
• Highly motivated and collaborative team player with an interest in working with a dynamic sales team
• Strong organizational skills with exceptional time and capacity management ability
• Computer literacy: Excel, Word, PowerPoint
• Strong teamwork and influencing skills; the ability to collaborate with key internal stakeholders and departments to achieve objectives within tight time frames
• Interest in working within the responsible sourcing and ethics sector, motivated not just to sell but create a better world
• Experience of using Sales Engagement platforms (e.g. Salesloft, Outreach, Groove, etc) - Desirable
• Experience of using data platforms for lead sourcing (E.g. - ZoomInfo) - Desirable
• Experience of selling to, and exceeding targets in EMEA - Desirable