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Business Development Manager

April 8, 2022

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Job summary

The role holder may be office or home based with regular visits to Trustmarque offices (York, London)
along with travel to customer meetings The successful candidate will be an established public sector sales professional, with a strong
background in cloud, modern datacentre and service solutions.

Job Purpose

  • Accountability for acquisition of new public sector clients/medium-term client development
    including financial sales performance & business plan achievement
  • Continually educate Trustmarque’s public sector prospects and clients as to our broader
    competency, unique value and strategic focus
  • Build effective tactical and strategic level relationships with target public sector organisations
    and maintain a strong and relevant understanding of their business and markets.
  • Execute effective cross and up-sell initiatives within each public sector client/prospect to
    increase share of wallet, influence and predict future revenue
  • Ability to evidence financial advantage through effective investment ROI modelling
    Establish strong pipeline of well qualified public sector business opportunities, evidencing
    understanding and control of customer buying criteria and process
  • Establishes strong governance, reporting and effective pipeline management resulting in
    profitable, deliverable revenue growth.
  • To become the client trusted advisor, assisting clients in the formation of business enabling IT
    strategies, providing them with access to senior management and subject matter experts in the
    supplier organisation and elsewhere.
  • Provide proactive client value and thought leadership to customer/prospect allocation, drive
    market trends and establish us as the go to partner for innovation and strategic direction
    To ensure that clients understand available IT services, promote financial and commercial
    awareness in-order to deliver value-for-money.
  • • Negotiate at senior level on commercial issues, ensuring clients and suppliers understand and
    agree what will meet their needs.
  • To provide leadership and guidance to the entire customer facing team, regardless of their
    organisation or reporting lines within Trustmarque.
  • Demonstrate the effective use of planning, tools and resources available to achieve
    performance targets
  • Aspire to be the business partner of choice that facilitates change and drives transformation for
    our customers.
  • Be responsible for the wider commercial relationship including, but not limited to aged debt,
    payment and conditions of business
  • As a minimum, you may be called upon to undertake all or some of these activities as required
    Creation and execution of focussed growth plans for key public sector prospects to maximise
    opportunity, define multi-level contact strategies, provide structured engagement and
    predictable business development
  • Evaluate the level and quality of business achieved in accordance with business plan, product
    mix and individual target
  • Develop opportunity pipeline in line with client’s budget and funding capacity
    Build value based client relationships across client/prospect public sector organisations to
    maximise visibility, influence and effectiveness
  • Leverage maximum commercial opportunity from partner and vendor relationships through
    collaborative and effective opportunity engagement
  • Be client and sector smart – maintain a strong understanding of the client/prospects business,
    sector and influences to support strategic solution alignment
  • Be commercially responsible incl the orchestration of contractual arrangements such as NDA or
    terms of business amendment
  • Encourage the management of the client organisation to plan and budget for new and enhanced
    products and services.
  • Input into the development of new products/service solutions to meet future client/market
    needs – act as market intelligence conduit back into Trustmarque
  • Encourage changes in the client organisation’s use of the products and services supplied to
    increase the benefits it obtains from them, and support client retention.
  • As client champion, support the effective engagement of colleagues in accordance with
    aspiration to improve customer experience in a competitive market
  • Identify key barriers to change, and appropriate solutions to overcome.

Trustmarque is an award-winning IT partner that delivers IT solutions allowing our customers to work smarter and more effectively. We simplify business, through a flexible and cost-effective approach that empowers organisations and their people. Giving honest, simple, and independent advice we help our customers to navigate an increasingly complex world of IT – and that’s exactly what you’ll do too, if you join our talented team here.

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