The New Business Manager is responsible for developing and implementing new business strategies through executing tactical plans leading to achieving net revenue targets through closing, cross selling and direct selling initiatives. The New Business Manager is responsible for acquiring new key prospects and relationship management of these acquired customers for the first year. The New Business Manager will be evaluated on generating new business and the retention/ up selling to their existing portfolio for 13 months.
Key Responsibilities
" Grow revenue and secure business profits through successful direct B2B selling. Presenting and selling company products, services and solutions to current and potential customers. This includes coordination of all aspects of the accounts where as (technical) sales support, project management, sales bids and contracts.
" Drive aggressively incremental revenue and profits.
" Developing and executing strategic implementation- and account plans for each account identifying the core customer requirements. Mapping the benefits of our customer's solution to the business requirements of the account.
" Establish a clear, well thought out target list of desired names more than nine months in advance, based on strategy/ target sectors and product advancement as agreed with the Manager Benelux Sales
" Responsible for self generation of sales leads. Source potential new business by means of cold calling, referrals, lead generation, use of direct marketing tools and other techniques available.
" Ensure that all necessary advance due diligence is completed in a timely and comprehensive manner using a structured due diligence process covering pre-tender requirements
" Collect, capture, analyze, use and report data (market challenges, industry opportunities, competitor activity etc) in an accurate and effective manner - using it to identify customer needs, develop sales opportunities and add to business growth
" Provide status reports: activity, closings, follow-up and adherence to goals as required by management
" Responsible for demonstrating flexibility and commitment to service with new customers - providing a consistent, positive and effective sales experience in a manner that reflects EMS values
" Work closely with the Partnership department to gain specific support required for identified opportunities
" Demonstrate consistent adequate levels of quality new business meetings on a structured weekly basis in line with targets. Follow up on new leads and referrals resulting from field activity. Identify sales prospects and contact these and other accounts as assigned
" Maintain sales materials and product knowledge. Report any new trends in the market. Remain up to date with evolving product functionalities and process technology - both internally and within competitive offering.