UK Business Development Manager

Location:
London City office, UK wide travel

Overview:

CrossKnowledge  www.crossknowledge.com is the European leader in remote development of leadership and managerial skills, using new technologies. Founded in 2000, CrossKnowledge is an international company with more than 120 people. We have offices in the United Kingdom, France, Belgium, Italy, the Netherlands, Spain and Switzerland, and strategic partnerships in Morocco, Finland, India, China, Japan and Canada.

CrossKnowledge designs, develops and markets the largest catalogue on the market, with more than 10 000 learning assets, tackling all management and leadership topics. Its “Faculty” comprises the best authors, professors and Management professionals from the most renowned Business Schools in the world, such as Harvard, Stanford, IMD and HEC.

CrossKnowledge already has 1.5 million users within global companies like SODEXO, SANOFI-AVENTIS, TOTAL, ALCATEL-LUCENT, AXA
In March 2010 CrossKnowledge acquired Mohive www.mohive.com. Mohive’s award winning eLPS application is a web-based software system used to rapidly and collaboratively create and publish e-learning materials, enabling enterprise Blue-Chip companies to reduce time to train and develop both employees and the extended supply chain by increasing skills within the organisation. 

Job Purpose:

Reporting to the UK Country Director, the Business Development Manager (BDM) will be responsible for building new revenue-generating relationships with key target clients in sectors such as Telecom, IT, Pharmaceutical, Financial Services and Utilities. The majority of the activity will be direct new business sales, in some instances the BDM will be supporting partners. 

The BDM will be promoting both the industry leading CrossKnowledge e-learning content and technology, and the award winning Mohive rapid content development application.


Requirements:

• Meet/exceed quota objectives, as defined by the UK Country Director. 
• Independently  identify,  qualify,  progress  and  close  new  opportunities  with  new  target clients in the above mentioned sectors.
• Build/maintain strong relationships with key stakeholders at all levels.
• Arrange  meetings/presentations  with  key  decision-making  personnel  across  the  target organisation.
• Work   with   strategic   and   regional   partners   in   order   to   establish   mutual   business relationships.
• Work within established guidelines to ensure that profit objectives are met.
• Contribute    to    overall    Company    Sales    Strategy    through    market    feedback to CrossKnowledges Marketing/ Development departments. 
• Assist in leading final contract negotiations with the customer.
• Prepare regular and accurate forecasts of sales opportunities.
• Represent  CrossKnowledge  Group  in  external  business  relationships  with  major  clients, partners and the public.
• Provide leadership and industry knowledge to customers/prospects, and maintain an appropriate corporate presence in industry-related public conferences and tradeshows.
   

Candidate Criteria:

• A  sales  “hunter”  with  a  proven  track  record  of  successful  performance  in  new  business development   of   complex   Enterprise   software   and   HR   solutions.   Extensive   contacts   and relationships   at   decision-making   level   within   the   HR,   Sales,   Marketing   and   Commercial departments within Corporate Enterprises of 3,000 employees and above within the UK.
• Rain maker responsible for actively helping to grow the market share with prospects with a consistent track record of achieving/ over-achieving sales objectives.
• Executive level sales presence and support with senior level decision makers.
• High integrity, self-starter with strong work ethic. 
• 5  +  years  sales  experience  in  either  the  HR  training  and  consulting  arena,  business consulting or enterprise solution sales. 
• Business School experience.
• Broad,  general  knowledge  of  the  enterprise  HR,  people  development,  training  and software  sector,  ideally  with  an  understanding  of  PLMS  and  associated  support  systems and how these solutions can benefit client business performance.  
• Solution and consultative selling approach.
• Awareness and understanding of the current business challenges companies face  within the target segments. 
• Good knowledge of forecasting methodologies and working against these. 
• Mature, professional attitude with business acumen and commercial awareness. 
• Sound understanding of financial management principles. 
   

Competencies:

•  High integrity, self-starter with strong work ethic.
• Achievement Orientation: sets challenging, realistic and concrete goals. Makes decisions, sets priorities, follows up on issues to bring about early resolution.
• Customer  Service  Focus:  Communicates  with  customers,  clarifying  their  needs,  and involving others in activities which meet customer’s short and long term needs.
• Relationship Building: Builds long-term alliances with others, both inside and outside the organisation, through business and social contacts.
• Teamwork and Cooperation: Solicits the input of others affected by decisions and planned activities.
• Self-confidence: Approaches new challenges with a “can do” attitude, based on a realistic sense  of  personal  capabilities.  Welcomes  new  challenges.  Challenges  superiors  where appropriate. 
• Conceptual thinking: Uses or creates principles or concepts to explain complex problems, situations or opportunities.
• Analytical  thinking:  Sees  causal  relationships,  and  systematically  breaks  apart  complex problems.
• Flexibility:  Demonstrates  flexibility  when  applying  rules  or  procedures  to  a  particular situation, adapting to meet the larger objectives of the organisation. Adapts personal or corporate strategies to the needs of the situation. 
• Excellent written and verbal communication skills.
  
   

Remuneration:

Competitive basic, attractive OTE with high earning potential in a growth market.