Sector Business Development Manager – Security Systems
Department: Security Systems

Location: Nationwide

Overall Objective of Role:
This national role has responsibility for developing a unique proposition, building both personal credibility and meeting challenging sales targets within a tightly-defined and strategically important customer sector

Key Responsibilities:

• Achieve annualised sales in the region of £1m revenue and £300k sold gross margin
• Develop and maintain a customer specification and matching company proposition which defines the sector and our USP within it
• Develop and maintain a sector roadmap which identifies all key customers and our targets with summary values, timescales and relationship status
• Develop and maintain account plans for all target customers and build long-term relationships with their decision-makers
• Develop and maintain knowledge of the sector, demonstrating expertise to the customer and the industry at large
• Deliver the strategic message to key customer contacts via a variety of media methods including:
o Face to Face meetings
o Formal Presentations
o Workshops
o Trade press, seminars and exhibitions
o Press Releases
o Websites
• Develop and maintain knowledge of the companies products so that expert advice can be provided to customers and bids are technically and commercially sound
• Maintain required information about all opportunities on the Sales System so that accurate sales forecasts can be produced at any time
• Produce high-quality, winning bid documents based on a consultative selling process
• Sell products and services to the sector to deliver against individual revenue and gross margin targets


Key measures:

• Installation revenue Vs target
• Recurring revenue Vs target
• Sold gross margin Vs target
• Conversion ratio
• Sector penetration (pipeline value of targets where there is an active relationship with the decision-maker)
• Sector development activity (days spent with targets)

Personnel Specification

The successful candidate will be an enthusiastic and confident self starter who is highly motivated and can demonstrate the following attributes:

• Commercial awareness.
• Excellent organisational skills.
• The temperament to deal effectively with the responsibilities and pressures of a role of this nature.
• A sound technical background
• The ability to motivate people
• Excellent communication skills



PERSON SPECIFICATION

Job Title: Sector Business Development Manager – Security Systems

Department: Security Systems


Attribute Essential Desirable

Attainments / qualifications
Recognised sales and negotiation skills training Manufacturer certification or training on leading CCTV, access and intruder products.
Previous experience / training



Deep knowledge of the sector, gained either through working in it or selling into it over a number of years
A demonstrable track record of successful high-value consultative selling at a senior level within the customer. Able to demonstrate sound sales skills which lead to early and successful closures
Able to translate strategy into account activities and successful sales
Able to specify, design and price security systems installations.
Sound technical knowledge of leading CCTV, intruder and access systems.
Skills / knowledge



Up to date knowledge of all security and relevant sector legislation.
Detailed technical knowledge of electronic security products including intruder alarms, access control and CCTV.
Able to survey, specify and price security systems installations (cctv, intruder, access)
Personal skills

Commercially focused
Able to manage time and prioritise different elements of the workload to maximise customer ‘face to face’ appointments
Excellent verbal and written communication skills.
Attention to detail.
The ability to communicate, negotiate and influence at a senior management level.
A team-player, who whilst driven to succeed personally is also keen to support colleagues and contribute to bid teams when necessary