Business Development Manager

Would you like to enrich the lives of learners?

RM Technology has shaped future generations for over fifty years by implementing innovative technology solutions in schools and colleges. Founded in 1973, we’re a trusted Edtech partner, transforming teaching environments to be more productive, resilient, and sustainable.

Our committed team pioneer, collaborate, and continually push the bar on products and services in the EdTech space.

Visit us here to find out more: www.rm.com/education

The Role

The key focus for the role will be to gain new high value customers through effectively targeting new customers and emerging market opportunities, qualifying leads, cross-selling, managing sales opportunities (via both bidding and less formal routes), working closely with bid team colleagues and the wider Go to Market team. Bids and large opportunities require us to describe in detail our proposed solution, plans for the implementation, how service will be managed, and how digital transformation will be achieved. This is against the backdrop of a competitive market.The BDM plays a key role in helping to bring to life the RM solutions to a customer’s requirement but most importantly is responsible for ultimately winning the deal by providing and driving the commercial steer and proposed pricing alongside the articulation of the win themes that will look to set us apart from the competition within the bid response.

Success in the consultative sales team involves engaging with the necessary level of prospects and identifying required levels of opportunities, creating maximum demand for the company’s key propositions, ensuring opportunities are expertly qualified, and converting as many of these opportunities as possible into orders, with the aim of exceeding the team’s annual sales targets.

You will work across a variety of procurement partners, customers, bids and campaigns to motivate leaders to want to engage RM and use these conversations to uncover and create new sales opportunities. Once created, you will also need to successfully sell the related RM solution, by building superior value, overcoming objections and gaining a financial commitment from the prospect. The role holder needs the skills and experience to sell through responding to complex and competitive tenders as well as through more informal procurements.

Responsibilities

Main Responsibilities include but are not limited to:

1. Prospect identification, development and closure

• Lead on the identification, development, and contract closure of new high value customer contracts.
• Win significant business opportunities, working with the prospecting team, bid team and the rest of RM as appropriate, positioning RM as a credible organisation to partner with.
• Produce effective written bid responses to customers specific requirements based on the agreed solutions and parameters of the bid response.
• Ensure all questions are answered to maximise compliance and scoring.
• Take and lead bids through formal governance & exec steering for permission to bid, no bid, submission and contract close.

1. Customer engagement

• Engage and influence prospective customers to generate long term relationships that can be converted to tangible future sales opportunity.
• Attend customer meetings, growing personal profile and connections across our target public sector market.
• Point of escalation for the customer prior to senior management.
• Grow and maintain a network of contacts across the customer business units.

1. Pipeline management & forecasting

• Deliver against targets through pipeline management.
• Track pipeline and ensures coverage against target.
• Ensure regular contact with all opportunities.
• Identify and mitigate risks within pipeline.
• Prioritise opportunities and the time allocated to them.
• Accurately forecast opportunities.

1. Improvement focus

• Work closely with the acquisition function to develop a winning sales strategy in support of RM’s Managed Service GTM plans.
• Support the Bid team in creating a high quality bid content library that allows RM to grow our bid response capacity as needed.
• Identify any solutions gaps/requirements that RM needs to address to be successful in any given initiative and support the business in bringing this to life in bids and customer engagements.
• Work with marketing and product management colleagues to develop a replicable bank of collateral and case studies to engage / influence with the market around RM’s capability.
• Support the business by driving and owning successful applications to new frameworks for markets we may wish to target.

Experience

Skills and Experience

• You will have proven experience of:
• Selling complex, strategic solutions into the public sector, ideally in the IT and business process outsourcing sectors.
• Working in and leading matrixed sales and bid teams, involving different specialists.
• Business development success at a strategic level, through both structured (e.g. bid and tender) and unstructured sales processes.
• Building strategic relationships at an Executive/Director level.
• You will be:
• A strong strategic thinker and account planner, able to analyse complex market dynamics and requirements, and develop a coherent and compelling response.
• Analytical, able to understand both RM’s business drivers, solutions and delivery, and customers’ key drivers and their impact on solution design, and how these are brought together effectively, under effective commercial contract.
• Self-motivated and highly organised, able to operate within a complex environment.
• Someone who acts with initiative, able to find a creative approach to solving customer problems and finding channel to market.
• A great communicator, able to engage with and influence external and internal stakeholders of different levels, articulate complexity in a clear and straightforward manner, and present compellingly.
• You will have:
• Passion for working with the public sector.
• A flexible can-do attitude, with a willingness and ability to adapt within the role.
• A strong alignment to RM's core behaviours: Be Brave, Win Together, Be Curious, Make it Simple and Consider it Done.

What’s in it for you?

At RM we have "My Work Blend @RM" which provides office-based colleagues with multi location and hybrid working options to suit them. As well as your office base, you can spend a proportion of your time working at other locations that suit your role and your life, including home, other offices, customer sites, distribution centres or on the move. We encourage you to discuss arrangements for this role with your potential line manager during the recruitment process. We expect how we make best use of hybrid working may continue to adapt as we adjust to our new ways of working.

As well as a competitive salary and our core benefits package which includes private medical healthcare, life assurance and a Group Personal Pension Plan with higher contribution levels available, some roles are also eligible for a performance-related bonus. There are lots of voluntary benefits too. You could buy additional annual leave, join our dental plan, sign for a health assessment, or take part in our cycle to work scheme. You could even earn yourself an extra bonus for successfully recommending a friend or family member for a position within RM.

To better reflect the society that we serve, we’re committed to building a diverse workforce and creating an inclusive and welcoming environment for all. To achieve this, we create teams of talented people from different backgrounds and experiences and strive to be a business where our people can bring their whole selves to work. We also want to make the recruitment process as inclusive as possible for everyone. Should you require additional support with your application or through the interview process, please contact us at [email protected].

Unfortunately, we are unable to offer sponsorship for this role.