Divisional Head of Business Development

INTRODUCTION

HR Solutions are a fast-growing HR and H&S Consultancy providing a variety of HR and Health and Safety Services to small and medium sized business across the UK. HR Solutions have a very strong service offering backed with numerous awards for our customer service.

THE ROLE

HR Solutions has a substantial online presence and a strong reputation for providing excellent customer service. This has resulted in a sustained period of growth through our marketing initiatives.

In this role, you will be responsible for engaging with potential clients through networking, prospecting as well as through in bound sales and marketing channels.

You will lead our business development strategy, managing a team of Business Development colleagues. This role is pivotal in driving revenue growth, expanding our market share.

You will be responsible for setting strategic goals, managing key performance indicators, and providing insightful reporting to senior teams.

THE CANDIDATE

To be successful in this role you need to be comfortable contacting senior employees in your target demographic. This will include managing the whole sales process from start to finish, with support from your colleagues as required.

You will also have demonstrable experience of developing business development colleagues to reach their full potential, and act as an internal coach and mentor to help them achieve their sales goals.

Ideally you will have a proven track record in a senior business development role, preferably in the HR, H&S, or professional services sector, and ideally within the SME sector.

We are looking for a candidate with exceptional leadership, strategic thinking, and analytical skills. Strong communication and negotiation skills, and with the ability to influence at all levels.

To be successful in the role you will need to be highly motivated, innovative, and adaptable. Adept at managing multiple priorities in a dynamic environment.

You should also have experience of working collaboratively with a marketing team to generate new ideas, as well as refine sales and marketing processes, including sales automation processes.

Ideally you will already have a strong network of business contacts on which to build.

MAIN DUTIES

STRATEGIC LEADERSHIP

• Develop and implement a comprehensive business development strategy that aligns with the company's long-term vision.

• Evaluate market trends, competitor activities, and customer feedback to adjust strategies as necessary.

TEAM MANAGEMENT

• Lead, motivate, and manage the business development team, setting clear targets and providing ongoing coaching and development.

• Ensure the team is high-performing and aligned with the company's values and objectives.

• Recruitment of business development colleagues to ensure the team has the capacity to deal with the lead volumes.

STRATEGIC SALES PLANNING AND FORECASTING

• Spearhead the development and execution of strategic sales plans to meet and exceed revenue targets.

• Utilize market analysis, customer feedback, and competitive intelligence to adapt sales strategies.

• Implement forecasting models that accurately predict short and long-term performance, enabling proactive adjustments to sales tactics and strategies.

PERFORMANCE MANAGEMENT THROUGH KPIS:

• Develop and refine key performance indicators for the sales and business development team, focusing on metrics that drive sales effectiveness and efficiency.

• Implement regular review sessions to analyse performance against these KPIs, identifying trends, and making data-driven decisions to optimise sales processes.

• Oversee KPIs for the business development function, including lead generation, conversion rates, client acquisition, and revenue targets.

• Provide regular performance reports to the senior team, highlighting achievements and areas for improvement, and monthly and quarterly forecasting.

LEAD GENERATION AND SALES CONVERSION ENHANCEMENT:

• Oversee the lead generation process, ensuring a consistent and high-quality flow of potential clients into the sales pipeline.

• Work closely with the marketing and sales teams to refine and optimize lead generation strategies.

• Focus on enhancing sales conversion rates by analysing sales funnel data, identifying bottlenecks, and implementing strategies to improve each stage of the sales process.

SALES TRAINING AND DEVELOPMENT:

• Ensure that the business development team has the necessary skills and knowledge to effectively engage with prospects and close sales.

• Develop and implement a comprehensive sales training program that covers product knowledge, sales techniques, CRM usage, and customer service excellence.

COLLABORATIVE SALES AND MARKETING EFFORTS:

• Foster a collaborative environment between the sales and marketing teams to ensure that sales efforts are fully supported by marketing initiatives.

SKILLS, EXPERIENCE & ATTRIBUTES

• Demonstrable experience as a senior business development manager

• Previous B2B Sales experience, ideally selling HR and/ or H&S related services

• Demonstrable experience of managing a high-performance sales team

• Demonstrable experience of maximizing sales conversions

• The ability to analyse sales data and to correlate patterns for predictive forecasting

• Experience of coaching and mentoring colleagues to exceed expectations

• Self-motivated and able to work in a professional target driven environment

• A creative thinker

• Confident relationship builder

• Ability to work towards targets and goals

• The ability to respond positively to feedback

• Excellent organisational and time management skills

• Excellent computer skills including, Word, PowerPoint and Excel

• Experience of using a CRM Database, preferably Dynamics and/ or Salesforce