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Business Development Manager

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POSITION DESCRIPTION

JOB TITLE

Business Development Manager

BUSINESS UNIT

New Zealand

TEAM

Major Accounts

REPORTS TO

GM Sales

ROLE PURPOSE

In one sentence broadly describe the main purpose of the job, i.e. what you do and why (outcome). Begin with an action verb (e.g. advise, coordinate, deliver).

The Business Development Manager’s primary responsibility is to retain and grow both their client portfolio and increase the company’s market share by promoting Equifax Products and Services through business development initiatives and sales activities. The individual is responsible for selling the full range of products and services.

This individual will become a value added business partner to their portfolio clients by providing a superior level of customer service, building and enhancing customer relationships and maximising revenue and/or product sales opportunities.

The focus is to exceed personal sales targets and aggressively grow their portfolios both in spend and breadth of account numbers.

Achieving a balance between account managing existing client portfolio revenue and development of new business, the individual will ensure an effective market presence at all times.  

KEY DELIVERABLES & RESPONSIBILITIES

State in order of importance at least 6 major accountabilities for the job. These should be the major areas of work you perform. For each accountability indicate what is achieved and why. Remember to include any important activities you may only do at certain times of the year.

Account Management

  • Effective account management of all clients within the assigned portfolio that includes:
    • In conjunction with the GM Sales, development of in-depth strategic account management plans to grow revenue.  
    • Develop relationships with the client’s key decision makers.
    • Produce quarterly business plans that incorporate specific 30/60/90 day actions.
    • Manage sales pipeline via Salesforce to ensure appropriate depth of opportunity to deliver quarterly revenue targets.
    • Responsible for client retention and maximisation. Provide ongoing consulting support to ensure all cross-sell and up-sell opportunities are maximised.
  • Report on market conditions including customer, competitor and industry activity, comparison against budget, on an agreed regular interval.
  • In conjunction with the GM Sales, prepare projections for the annual budget and strategy processes.   

Business Development

  • Plan and prioritise sales activities and customer/prospect contact towards achieving agreed business aims, including costs and sales – especially managing personal time and productivity.
  • Plan/carry out/support marketing activities to agreed budgets and timescales and integrate sales efforts with other organised marketing activities, e.g., product launches, promotions, advertising, exhibitions and telemarketing
  • Develop new revenue streams by launching, with support from all other areas within the group, and primarily the Commercial Positive Trade Bureau, a new and innovative solution that makes use of existing competitive advantage and capabilities and as a result create a new competitive advantage.
  • Ensure all potential customer leads are entered into Salesforce.com
  • Record and maintain all sales appointments and opportunities in Salesforce.com and ensure they are updated daily.
  • In partnership with the Solutions Advisors and Product Manager – Commercial Risk Products, have an essential part in the generation and prospecting of new business. This includes market by industry verticals and sizing, prospect identification and pre-qualification, strategy and product alignment, networking and contact strategy.
  • Take a lead role in understanding client issues and their objectives and values in order to develop business requirements.
  • Support the NZ Bureau Sales Group initiatives by providing expertise to establish feasibility of client requests.
  • Maintain prospective client information in Salesforce
  • Prepare sales quotes in accordance with approved policy, pricing structures or seek approval from the appropriate person if seeking new business outside these requirements.
  • Assist and be totally involved in the Tender or RFI process for the provision of services for your existing clients or for potential new business opportunities.
  • Provision of weekly and monthly business development sales reports (as required).
  • Achievement of all mutually agreed sales, revenue and cross-sell targets and key performance indicators.
  • Liaise with the Customer Service, the Help Desk or the respective Business Manager regarding any complaints or misunderstanding a client may have when any client is considered to be at risk of loss.
  • Maintain an open line of communication with all clients, ensuring that as a minimum, contact (face to face or phone) is made.
  • Promote further services of the company that existing clients may not be aware of to continually maximise the potential of the clients’ business.
  • Ensure that Opportunities are kept up to date in Salesforce

Market & Internal Product Knowledge

  • Develop and maintain a detailed understanding of Equifax’s product and service offerings within the Group.
  • Maintain a thorough understanding of developments in the marketplace relevant to Equifax’s business.
  • Develop and maintain a detailed understanding of competitor offerings and the competitive environment.
  • Note any new developments within the information industry and within the Group itself relating to sales.
  • Maintain effective public relations within the business community.

General

  • Keep secret the affairs of the company and its transactions in all dealings with clients.
  • Make recommendations for improvement and workplace efficiencies.
  • Promote a positive corporate culture.
  • Abide by the Company’s Standards and Policies at all times.

Key Performance Indicators

  • Overall achievement of targets will be used to measure performance.
  • Ability to write profitable new business maintaining integrity of the pricing structure.
  • Ability to handle and rectify problems pertaining to client’s satisfaction with the group.
  • Compliance with all legislative and corporate policy requirements.
  • Personal performance and attitude.

ROLE SCOPE

Is the role responsible for managing resources? If so , outline what type of resources and quantify for the current financial year. If not , skip this section.

Budget

  • Revenue target

Staff

  • Direct 0
  • Indirect 0

KEY RELATIONSHIPS

Identify key positions, committees, organisations or groups the role deals with inside and outside the organisation as part of the work. Only include those you contact or meet with frequently or which are important to your work. Also describe the purpose of the contact, e.g. to provide information about ..., to convince of funding priority compared to other Divisions, to represent the Branch, etc.

Internal

  • Product Manager, Commercial Risk Products
  • GM Sales
  • GM Product & Bureau Operations
  • Customer Services Team
  • Solutions Advisors
  • DQ / Customer Services Admin Team

External

  • Clients

POSITION REQUIREMENTS

What knowledge, skills and experience are essential for effective performance in this position? Also, specify any formal qualification/certification that may be required or equivalent experience.

Qualifications

  • Business related qualification desirable

Knowledge, skills, experience

Essential

  • Very strong written and spoken communication and presentation skills.
  • Ability to Influence and persuade others.
  • Ability to build and effectively work in a team culture.
  • Strong strategic, commercial and business acumen.
  • Analytical capability to interpret and apply business acumen to data manipulation tasks.
  • Competency and understanding of data analysis principles and practice.
  • Understanding of statistical modelling principles and their commercial application.
  • Understanding of industry relevant legislation
  • Proficient in Microsoft packages & internet applications
  • Ability to adapt to a cross-functional / matrix style of working.

Desired

  • Previous experience within a credit related industry

COMPETENCIES AND CAPABILITY FRAMEWORK – CORE (CAPABLE/MEETS)

Self-awareness/management

Self-understanding, composure, conflict management, emotional intelligence, resilience, manages pressure

  • Has self-awareness; understands impact of behaviours on others
  • Resolves conflict effectively when it arises, responds with empathy
  • Is calm under pressure

Communication

Communication, listening, maintain effective relationships, effective negotiator, collaborates effectively with others

  • Communicates well to colleagues
  • Listens effectively; understands key messages
  • Negotiates effectively for necessary resources
  • Uses internal and external networks and relationships towards work outcomes when required
  • Collaborates with colleagues at all levels effectively
  • Effective written communication skills
  • An effective public speaker
  • Resolves conflict effectively

Planning and organising work output

Develops plans towards outcomes, organises to gain resources, makes effective decisions

  • Has required planning skills
  • Has effective organisational skills; seeks assistance when necessary
  • Makes decisions using available information to meet job objectives

Time management and prioritisation

Identifies priorities, manages time effectively, delivers on time, effective project management

  • Undertakes tasks conscious of priorities
  • Manages time effectively; productive
  • Meets stakeholder expectations around results
  • Uses project management techniques effectively

Customer focus and results orientation

Has a customer focus, gains customer feedback, is innovative in meeting customer needs, delivers results, committed to business outcomes

  • Meets customer expectations
  • Seeks and responds to customer feedback when required

Quality and continuous improvement

Is committed to quality in work output and results, continuously improves processes/practices, open and adaptive to change

  • Actively produces solutions to meet customer needs
  • Understands and delivers results that fit with the business plan
  • Improves processes and practices in their area
  • Sees change positively and as an opportunity
  • Has necessary industry and technical knowledge to do their work effectively

Business ethics and integrity

Has integrity, understands and respects confidentiality, operates in an ethical and honest manner

  • Trusted and relied upon by colleagues
  • Treats confidential information appropriately
  • Is open and honest

FUNCTIONAL COMPETENCIES - SALES & SOLUTIONS CONSULTING

Definition:

Strategy & Planning

  • Creates a sales plan which capitalises on Equifax’s strengths and drives revenue growth
  • Understands Equifax customers and develops plans which enable the effective execution of sales initiatives
  • Stays abreast of customer opportunities and threats and the potential impact to sales success

Level:

Individual Contributor

Behaviours:

  • Provides input on specific revenue targets for individual customer accounts
  • Creates comprehensive account plans that enable the effective execution of sales initiatives
  • Provides information to the business on key customer personnel and their specific needs
  • Shares intelligence with the business on observations around future customer requirements including changes in likely revenue flows and customer needs

Definition:

Sales Execution

  • Proactively develops and delivers targeted solutions which align to customer needs and achieve revenue targets
  • Defines and articulates the value proposition associated with Equifax products
  • Manages customer expectations during the execution of sales activities and works to agreed standards
  • Builds strong relationships with customers and maintains a high level of customer satisfaction

Level:

Individual Contributor

Behaviours:

  • Applies a consultative, value based sales approach to the identification of customer opportunities
  • Progresses opportunities through the pipeline to achieve revenue targets   
  • Communicates to customers the value that Equifax provides in relation to ROI
  • Is responsive and ensures customer solutions are delivered within agreed timeframes
  • Builds strong, meaningful internal and external customer relationships and is seen as a trusted advisor

Definition:

Knowledge Management

  • Demonstrates an in-depth understanding of Equifax’s product offerings and sales solutions 
  • Ensures that there is cross-functional visibility around sales and solutions consulting activities 
  • Proactively collects and shares with the business information on competitor and industry trends
  • Keeps abreast of changes in regulatory frameworks which directly impact sales and solutions consulting practices

Level:

Individual Contributor

Behaviours:

  • Demonstrates a sound understanding of Equifax’s product portfolio and sales solutions in relation to key customer accounts
  • Understands and effectively uses key sales documents and materials as prescribed in the sales process such as proposal templates and presentations 
  • Identifies and communicates ways to improve existing sales documents and materials
  • Demonstrates initiative and develops an individual plan to close knowledge gaps around Equifax products, sales solutions and internal sales documents and materials
  • Shares appropriate competitor and industry information with internal and external stakeholders

We believe that when we’re at our best, we can do our best. Equifax offers policies and programs that support our employees’ financial and personal wellbeing with additional leave days, hybrid working environment, employee assistance program and organizational growth potential through our online learning platform with guided career tracks.

Are you ready to power your possible? Apply today, and get started on a path toward an exciting new career at Equifax, where you can make a difference!

Travailler chez Equifax 

Nous croyons en une mentalité de croissance. Chez Equifax, cela comprend offrir à nos employés des occasions de donner le meilleur d’eux-mêmes et d’acquérir de nouvelles compétences en cours de route pour inspirer et bâtir des carrières épanouissantes.

 

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