Principal Duty
The Business Development Manager is responsible for executing the Business Development strategy by initiating customer outreach, conducting market research, and supporting overall Business Development efforts which result in project opportunities for the North American Sales team. The primary goal of this role is to secure face-to-face meetings with potential clients by utilizing its vast network of contacts. The Business Development Manager assesses leads and their industry to begin relationships with potential clients by educating and consulting them at the beginning of the sales process.
Tasks and Responsibilities
- Initiating outbound activity (calls, emails, direct marketing) to prospective customers based on leads or lists provided introducing products or services and creating interest.
- Qualify engagements to identify potential customers who are likely to be interested in the offered products or services and gather relevant information about the prospect.
- Acquire and maintain a basic knowledge of the products or services being offered, and any industry specific details, effectively communicating features, benefits, and pricing to potential customers.
- When appropriate, deliver compelling pitches to engage and persuade prospects to engage further and in more detail with TGW.
- Build a level of rapport with customers through effective communication, active listening, and establishing a positive relationship. Whenever possible, identify strategic customer concerns or objections.
- Using a ‘red flag’ system, ensure that engagements are properly evaluated for likeliness and readiness for progression into a formal enquiry that is likely to close as a viable sale.
- Accurately recording customer information, preferences, and interactions in CRM or database systeme, adn ensuring data accuracy for future reference.
- Conducting follow-up calls with clients who fall away and bringing accounts back to warm account status.
- Providing feedback to management on customer responses, market trends, and product performance.
- Generating regular reports on business development activities and outcomes.
Requirements Profile
- 5 years proven experience in a sales role, especially in telesales or distance selling.
- Demonstrated success in meeting or exceeding sales targets.
- Strong verbal communication skills to engage customers effectively over the phone.
- Clear and articulate communication to convey product information and persuade customers.
- Ability to actively listen to customer needs, concerns, and objections.
- Skill in addressing customer queries and adapting the sales pitch accordingly.
- Market-centric mindset with a focus on providing excellent service.
- Understanding and anticipating customer needs to tailor the sales approach.
- Resilience and the ability to handle rejection or objections positively.
- Determination in achieving sales goals despite challenges.
- Flexibility and adaptability to changes in products, services, or sales strategies.
- Willingness to learn and adjust to new information.
- Efficient time management skills to handle multiple calls and sales opportunities.
- Prioritization of tasks to maximize productivity.
- Comfort with using technology, CRM systems, and other sales tools.
- Ability to adapt to new digital platforms and tools.
- Willingness to engage in ongoing training and development.
- Proactive in staying informed about industry trends and changes.
- Willingness to travel up to 30%.
TGW Logistics Group is one of the largest global system integrators for automated warehouse solutions. As an industry leader in Fashion & Apparel, Grocery and Industrial & Consumer Goods, TGW North America is looking to hire a Director of Business Development. This is a key role, driving the new customer acquisition to grow the Sales pipeline and ensure TGW’s future growth and profitability.
