Senior Business Development Manager

  • Janes
  • Croydon, UK
  • 22 May, 2023
Full time Sales

Job Description

With a legacy of more than 100 years, Janes provides the only single resource for comprehensive, unclassified and up-to-date intelligence on military equipment in production and use around the globe. By structuring and connecting this data to the inventories for more than 190 countries, Janes is uniquely positioned to provide our customers with timely, accurate, validated intelligence to support entity recognition, capability assessment and market analysis.
Janes is a leading provider of timely and assured data, information, analysis and forecasts for Defence & National Security organisations globally.

The BD Manager works within a team that sells existing and specific new products or services to customers within UK Government, specifically the National Defence and Security sector, and key stakeholder organisations within the UK Defence Industry. In this role, the Sales Executive will work with limited supervision and have an empowered position, working to realise the UK Sales strategy. The Sales Executive will work on a variety of tasks, each requiring the analysis of a variety of factors, these being set within a broad sales framework, before proposing solutions to the wider Business for approval and progression. With a deep understanding and knowledge of Janes business processes, commercial approach, Janes products & services and account details, the Sales Executive is on hand to answer customer questions or requests and build meaningful and substantial bids and proposals before closing and winning business.

• Reporting to the UK Account Director, you will engage with multiple stakeholders and key decision makers (both internal and external), building effective long-term relationships. Aiming for high levels of customer satisfaction in all instances you will find and work with key influencers across an assigned group of customer accounts.
• Generating a substantive sales pipeline, using core sales processes, to produce revenue in line with quota.
• Ensuring that accurate forecasting, pipeline management and other sales process / infrastructures are established, maintained and adhered to.
• Working with the UK Account Director to create and manage lead generation action plans, within defined segments, in order to generate and grow new business through maximising upsell and cross sell opportunities.
• Providing "Insight" to customer decision making through Industry, business and extensive product knowledge.
• Able to clearly articulate the Janes value proposition.
• Working on issues of diverse scope where analysis requires evaluation of a variety of factors within a broad sales framework including a strong understanding of customer requirement.
• Has developed a detailed understanding of business, financial and commercial requirements, within a mandated bidding process, and also a deep understanding of products & services, account plan writing and management.
• Complexity of accounts, territory, products and services sold is varied - has developed an understanding of core sales processes that can be adapted accordingly.
• Answering customer questions /requests based upon an understanding of customer requirements, developing possible recommendations that demonstrate Value for Money and capability increase.
• Resolution of issues – problem solver mindset.

• 3-5 years sales/business development experience in B2B environments.
• Proven experience of successfully selling into the UK Govt, including the UK MOD.
• Capability to develop knowledge on the Janes products and services specifically designed for the Defence industry.
• Capability to develop an understanding of Janes value proposition and core sales process.
• Demonstrate a good understanding and knowledge of UK Defence.
• High-level written and verbal communication skills, with English as a mandatory requirement and other regional language skills seen as a distinct advantage.
• Has developed industry expertise and networks.
• Familiarity with Government and National Security Intelligence processes, especially in the ‘C4ISR’ capability areas, and an understanding of the generic challenges faced by analysts.
• University degree (Bachelors or equivalent) or equivalent combination of education and experience.
• UK Security Clearance, SC minimum.
For successful candidates, Janes provides a supportive, stretching and dynamic environment with the ability for you to grow rapidly both personally and professionally.
We value diversity at Janes and are committed to equal opportunities and creating an inclusive environment for all our colleagues. We welcome applicants regardless of ethnic origin, national origin, gender, race, colour, religious beliefs, disability, sexual orientation and age.