Job Description Head Business Development for an It Services Company

							Job Description: Head of Business Development

Spannerworks requires a new Head of Business Development to lead and oversee the development and
growth of profitable new business and to develop and maintain effective key agency relationships. You
will also be responsible for all aspects of managing and motivating the Business Development Team to
agreed KPI’s. You will generate your own personal sales, focusing on enterprise level, six-figure
campaigns, to agreed sales targets, with blue-chip clients. The successful candidate will be an
experienced senior manager, strategic thinker with exceptional leadership skills, and outstanding past
sales records.

Responsible to:              Client Services Director
External relationships:      Blue chip and SME clients to director level on both marketing and technical teams
Internal relationships:      The Business Development Team, Directors, Senior Management, Account Management
                             Team, SEO team, Marketing, Finance and Administration
Salary:                      Negotiable, according to experience
Hours:                       9am – 5.30pm or as necessary to perform the role
Location:                    Brighton and London


Main duties of the post:
    You will be responsible for generating new business relationships and negotiating new revenue for Spannerworks to
    agreed targets
    You will be responsible for keeping our sales contracts up to date and for checking all sales contracts prior to
    signature to ensure company policies are upheld
    You will be expected to lead enterprise-level sales opportunities and coordinate project teams for six and seven
    figure accounts
    You will be expected to lead by example and maintain the highest standards of administration in accordance with the
    agreed Spannerworks sales process, ensuring that the CRM systems are accurately updated and that the required
    documentation is completed by you and your team for all new business opportunities
    You will develop and maintain effective prospective client and existing agency relationships
    You will contribute to the personal development of all Business Development Managers and Executives through
    excellent leadership and performance management,
    You will continually refine the sales process and ensue that the Sales Team work effectively and prioritise workloads
    You will represent Spannerworks at national and international industry events
    You will be responsible for ensuring that you maintain an excellent level of technical knowledge regarding all areas
    of the Spannerworks offering
    You will be responsible for delivering regular training to the Business Development and Account Management Teams
    in both selling and technical knowledge
    You will be responsible for leading regular sales meetings
    You will be responsible for fair allocation and distribution of inbound leads
    You will work closely with the marketing team to identify event opportunities
    You will assist with the preparation of the Sales reports




                                                                                  Head of Business Development Job Description
                                                                       Tel: +44 (0) 1273 828100 Email: jobs@spannerworks.com
                                                                                                        www.spannerworks.com
Person Specification
A Spannerworks person is…
Part of what makes Spannerworks as successful as it is are the highly motivated people who work here and their
enthusiasm for online marketing. We recruit individuals whose honesty, integrity, initiative and creative approach to
problem solving shines through.
An inspiration to your colleagues, you are a highly motivated senior sales professional with an outstanding proven record
of success in the B2B selling environment and with experience of selling to “Blue Chip” companies at director level, with a
strong empathy for people and exceptional leadership skills. Hungry for success and with a committed motivation to
getting things done, you always place the client at the centre of everything you do.

Skills, Knowledge and Experience required:

    Experience in Digital Media or online advertising, ideally with experience working for a leading digital agency or
    search engine
    Confident negotiator and ability to close the right type of business at the highest levels
    A proven track record in delivering against personal and team sales revenue objectives
    A proven track record in recruiting, training, managing, motivating and leading a sales team
    Experience of monitoring and managing teams and individuals against KPIs
    An ability to represent the company at the highest level to clients and agencies.
    Experience of product development and contributing to pricing policy discussions
    Ability to manage prospective client expectations and keep promises
    Capable of hands on problem-solving, with ability to generate ideas and solutions
    A positive and determined approach to researching and analysing new business opportunities
    Ability to use own initiative and pay close attention to detail
    Ability to cope with competing demands and to prioritise tasks
    Strong communication skills in all forms including written, oral, email, telephone, and presentation
    Excellent organisational and time management skills
    A positive attitude to dealing with people
    UK driving license (own car is preferable)
    Considers team members for lateral moves/moves into other areas of the business
    Applies a number of approaches to support individual and team development, i.e. one to one coaching, buddying
    and mentoring
    Regularly communicates development and performance issues with seniors without being asked
    Translates business strategy to the team in a clear and easy to understand way and links it to specific objectives


Functional Competencies required:

    Manage a tailored sales process to achieve targets / KPI’s
    Co-ordinate a pitch project team in order to deliver a tailored sales pitch to
    Confidence in presenting / speaking at industry events / workshops by effectively using a range of presentation skills
    i.e. body language, voice tone etc.
    Represent Spannerworks at industry events and trades shows by clearly demonstrating knowledge and expertise
    Detailed knowledge of search engine / on line marketing within both UK and International market
    Manage and maintain tailored documentation in response to client RFI & RFP
    Identify SEO issues and provide tailored solutions / consultancy, applying previous experience
                                                                                  Head of Business Development Job Description
                                                                       Tel: +44 (0) 1273 828100 Email: jobs@spannerworks.com
                                                                                                        www.spannerworks.com
Management Competencies required:

    Leads by example – sets and achieves own objectives and actively seeks feedback
    Treats all team members equally and fairly – receives positive verbal feedback from the team to this effect
    Prepares and conducts motivational and informative meetings where appropriate
    Generates team spirit
    Motivates, encourages and gives practical support to staff
    Identifies strengths and development areas of the team and works to develop the teams performance overall
    Knows what performance management is, know what and how to measure – has been observed monitoring and
    giving constructive feedback on all aspects of the teams performance against competencies
    Utilises more experienced managers and previously tried and tested ideas
    Delegates tasks ad organises individuals to work as a team


Estimated time allocation:


    60% new business pitches and meetings and generating new outbound business leads
    20% developing proposals and strategies
    20% managing others


Company Information:

Spannerworks is a fast-growing and innovative Brighton based search marketing agency that is focused on providing the
very best service to our blue chip clients. They include Virgin, HBOS, Polaroid, Admiral and Confused.com.

Spannerworks offers a professional, friendly and supportive environment within an open plan office free of discriminatory
practices. Ambitious and hard working, you will join a robust in-house SKILL competencies development programme
aiming at encouraging all employees to reach their full potential.


We operate a no smoking policy.


How to apply for this position:
Send a recent CV and covering letter, mentioning detailed achievements, challenges overcome and results, which relate
closely to the job description and person specification to:
Caroline Parisy, HR Manager, Spannerworks, 1 Palace Place, Brighton BN1 1EF.




                                                                                Head of Business Development Job Description
                                                                     Tel: +44 (0) 1273 828100 Email: jobs@spannerworks.com
                                                                                                      www.spannerworks.com