Business development manager in workplace solutions

Insightful Environments (IE), a wholly owned Steelcase dealership, is a workplace integrator delivering furniture, design and workplace services to leading organisations in the UK and internationally. Following 40% sales growth over the past three years, we are looking for an experienced Business Development Manager to help drive the next stage of our growth by developing relationships with end-user clients, interior designers and project managers to identify, influence and win commercial workplace opportunities.

• Identify, qualify and develop new business opportunities within agreed target markets and sectors.
• Build long-term relationships with clients and key market influencers.
• Understand clients' business objectives, property strategies and workplace requirements.
• Develop opportunities ahead of formal tender wherever possible.
• Generate repeat and follow-on opportunities through effective relationship management.
• Via networking and prospecting, identify workplace projects during the strategy, concept and design stages.
• Map the key decision makers and influencers surrounding priority opportunities.
• Develop pursuit strategies that maximise IE's ability to influence and win.
• Create opportunities for IE and its partners to contribute to workplace thinking, product selection and specification.
• Leverage presentations, workshops, studio visits and other engagements to demonstrate IE's capabilities and value.
• Maintain awareness of relevant relocations, refurbishments and workplace transformation programmes.
• Accountable for proactively generating opportunities (new business development) through assigned firms.
• Develop firm/practice strategies and execute account plans.
• Close sales and maintain a consistent funnel of identified opportunities.
• Consistently leverage the use of CRM to share information and manage performance.
• Accountable for, and measured on, sales targets, win rates and results.
• Develop strategic relationships across assigned firms.
• Position resources to become a partner with firms on opportunities.
• Leverage product specialists to enhance the knowledge of brands and solutions across assigned firms.
• Conduct business reviews with firm leaders to gain strategic alignment and monitor performance.

• Proven business development and consultative selling skills.
• Experience building senior-level client and influencer relationships.
• Experience within workplace, furniture, commercial interiors or a related environment.
• Understanding of the A&D, Project Management and commercial property communities.
• Strong networking, communication, presentation and influencing skills.
• Commercial awareness and effective opportunity qualification.
• Confidence managing multiple stakeholders and longer-term sales cycles.
• Strong CRM and pipeline discipline.
• A proactive, collaborative and results-focused approach
• Будет плюсом: Degree ideally but not essential in Design, Furniture Design or Marketing would be an advantage

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