济南招聘

Position: Business Development Manager

Location: China

Status: Permanent

Reporting to: Director Client Acquisition APAC

The Business development manager is responsible for increasing sales through winning new clients and thus achieving team sales targets. BDM’s prime responsibility is to create customized solutions for identified leads and turn business opportunities into customer acquisition. The Business Development manager performs all steps of the business development process. The BDM also manages some relationships with existing clients.

RESPONSIBILITIES:

• Identifies and prospects for new clients appropriate to Moravia’s Marketing Criteria via phone and email.
• Responds to prospective client inquiries quickly and completely, providing appropriate follow up when needed.
• Delivers presentations to new and existing clients on company’s capabilities and services.
• Sells company services to new accounts; a new client may require an additional selling effort to ensure follow–on projects and be established as a Moravia Client.
• Sets revenue goals for existing clients based on historical data and knowledge of customer business development; compares the planned and real volume of work, identifies reasons for discrepancies and implements changes to ensure better planning.
• Identifies additional selling opportunities within existing clients.
• Ensures that pricing levels negotiated with the customer meet a corporate target profit level, and (re)negotiates contracts as appropriate.
• Assists in providing higher visibility to the company by participating in trade shows.
• Travels to prospects and new clients as necessary.
• Thorough phone qualification of leads:
• Identification of change moments & business opportunities
• Identification of business goals
• Identification of decision-makers
• Identification of Marketing Criteria fit
• Bringing prospects to the Goal Identified stage (Customer Centric Selling), and through the full sales cycle
• Logs and maintains all contacts into sales database, ensuring they are constantly up-to-date
• Consistent and persistent follow-up on all leads, developing ongoing relationships with prospects to position Moravia as the vendor of choice when an opportunity arises.
• Regularly reports to his/her manager on achieved results.
• Researches, identifies and suggests tools which may facilitate or enhance the process of building prospects or pipeline (e.g. Jigsaw). Implementation and development of expertise in such tools.
• Trains colleagues (junior BDMs and new BDMs) during their induction.
• Acts as an escalation point if a client issue arises and supports resolution of same.

REQUIREMENTS:

• University degree
• Sales experience is necessary, and minimum 3 years of consistent achievement or over achievement
• Very good communication skill and outstanding phone skills
• Customer-oriented skill (listening skill, ability to understand goals, general business knowledge)
• Strong organizational and administration skill
• Flexibility and natural intelligence in responding to various customer scenarios
• Proactive approach to work, self-starter
• Patient, not easily discouraged , sure that consistent effort will lead to success
• Knowledge of localization and/or test + engineering services
• High level knowledge of commercial translation tools is a plus
• High level knowledge of commercial testing tools is a plus
• Excellent English communication (written and verbal) skills
• Knowledge of another lanaguage than English is an adventage
• Familiar with MS Office suite

RWS Holdings plc is the world’s leading provider of technology-enabled language, content management and intellectual property services. We help our customers to connect with and bring new ideas to people globally by communicating business critical content at scale and enabling the protection and realization of their innovations.

Our vision is to help organizations interact effectively with people anywhere in the world by solving their language, content and market access challenges through our collective global intelligence, deep expertise and smart technology.

Customers include 90 of the globe’s top 100 brands, the top 10 pharmaceutical companies and 18 of the top 20 patent filers worldwide. Our client base spans Europe, Asia Pacific, and North and South America across the technology, pharmaceutical, medical, legal, chemical, automotive, government and telecommunications sectors, which we serve from offices across five continents.

Founded in 1958, RWS is headquartered in the UK and publicly listed on AIM, the London Stock Exchange regulated market (RWS.L).