Business Development Manager – Business Rates

Job Ref
BD - London
London, UK
Business Services
Full Time

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Business Rates has always been a core part of our business at Gerald Eve, and we have a large base of loyal clients who appreciate our market leading specialist advice and service levels. In a busy market place, with a number of competitors, it is easy for us to articulate our differentiation, and we are looking for someone to take this story to a wider breadth of clients. Along with the client facing element of this role, the landscape of business rates is constantly evolving, something against which we need to align our offering, therefore the role will also need someone with the experience of, and appetite to help shape our service offering.

This will be a varied role and the candidate will be exposed to all aspects of our business, contributing and really making a difference. Whilst we have had business development activities previously we wish to be more strategic and therefore we are looking for someone with the experience to come in and develop a BD strategy from resourcing, to targeting to attending meetings with existing and potential clients.

Ideally we are looking for someone with experience of business rates or real estate however recognise that the right candidate can pick up technical learning quickly and the right candidate might come from a wider professional services background. This role is ideal for someone with a strategic professional sales background who enjoys the strategic nature of business development and who benefits from working in alignment with the technical experts but without strict sales targets. We need a self starter who has experience of establishing a sales function with a view to setting the strategy, client targeting approach, and outlining the business case for recruitment of an effective small sales team.

Main Responsibilities:

•Work with our rating technical specialists to produce a business development plan and strategy in the short, medium and long term
•Assist with longer term service proposition including technical offering
•Establish the correct fit for purpose sales function in line with the BD plan/strategy including management of any sales staff
•Identification and development of the core proposition to take to market including development of service and company USPs
•Develop and lead on internal and external campaigns
•Monitor market and competitor trends and identify opportunities to drive revenue growth
•Attend client meetings to discuss and negotiate contract renewals/appointments
•Preparation and response to formal and informal bids/tenders, working alongside our central bid and graphics resources

About You:

•Experience of establishing a small professional sales operation that works in alignment with the delivery element of the team
•Can demonstrate examples of identifying and targeting clients on a strategic basis to generate the best returns
•Experience of preparing and responding to pitches/formal tender responses
•Experience of stakeholder management with specialist fee earners and of coaching and encouraging more sales focused behaviours
•Experience of consultative selling techniques e.g. objection handling and fee negotiation