Business Development Manager
- Are you a smart, authentic, pro-active Salesperson?
- Are you a great listener and a natural problem solver who is committed to delivering results for your clients?
- Are you passionate about Sales, excited by the world of Business, with a keen interest in how humans learn and develop?
- Do you want to grow your career in a dynamic sales environment, whilst working with industry leading sales experts and the world’s most exciting technology brands?
If this sounds like you, then keep reading…
We are currently recruiting our next Business Development Manager at Natural Training, and we hope that it’s you! At Natural Training our BDMs are the best in the business.
Therefore you must be at the top of your game too, because our clients expect a premium sales experience. If you ever leave Natural, it will be as an amazing salesperson who can sell anything, to anyone, in a natural, human, warm way.
Your role will be to talk to Sales Directors from technology companies in the M4 “Silicon Corridor”, finding out their challenges and pitching out flagship training programme Natural LIVE to them.
There is no shortage of opportunity and we will work with you to develop a truly meaningful career path.
Job Type: Permanent, full time
Salary: £40,000-£80,000 OTE depending on experience
Benefits: 25 days holiday, pension, free breakfast, great social calendar, amazing offices, great location!
Location: Hooper Street, London, E18BU
Natural Training provides award-winning sales training for tech vendors, resellers and distributors, with a focus on Inside Sales training for teams looking to make a big impact on the phone.
Since 2005 Natural Training has trained 18,612 sales people from 89 technology companies in 35 countries. Natural has a strong results focus, meaning that every part of our sales training is measurable, giving our clients an industry-leading 22:1 Return on Investment. In fact, in that time we have added £66m worth of new business wins to our technology partners.
We are after hungry, achievement-focused Business Development Managers who love learning and developing, and more importantly helping clients do the same. The key sales focus for us is our flagship telesales programme Natural LIVE.
Your role will be to connect with new and existing technology clients on our database (7400+ contacts) and talk about their sales challenges. If they are interested to know more, we can arrange a Webex with one of our Natural Experts, or you can invite them to our regular Technology Breakfast Roundtable, where they learn how to increase their Inside Sales revenue by 23% in 90 days.
In a nutshell, the role involves:
- Daily coaching and training from 8:30 – 9:15
- Making 40-50 outbound calls per day with all of our other BDMs from 9:30-11:30
- Meeting clients and writing proposals for the rest of the day
- Attending our weekly Tech Roundtables in London and Reading
- Hitting a year one target of £250K-£350K, with an average deal size of around £20K.
ROLE AND RESPONSIBILITIES
- Maintain a database of prospects and regularly contact them.
- Write stunning proposals, pitch documents and decks
- Maintain a consistent level of proactive, outbound client activity.
- Attend pitches and new business development meetings to win deals.
- Report on pipeline weekly during internal sales meetings and one to one meetings with the Sales Manager.
- Liaise with client and trainer to ensure training runs successfully.
KNOWLEDGE, ATTITUDE AND SKILLS
- The biggest skill in our sales role is how to ask questions – lots of them. It’s about being curious, and spending extra time to really understand the customer’s world.
- You need to know the Natural Training difference and the value that this brings to our customers.
- Have outstanding social selling skills and networks. For instance a LinkedIn network of 1000+ connections.
- Professional communication skills including speaking, networking, presenting and writing.
- Minimum 3 years’ sales experience.
- A knowledge of the training market, particularly sales training within the technology industry.
- A high impact presence around the office, willing to help other team members and maintain our fantastic team culture!
- A strong interest in learning and personal development.
- Strong proficiency with MS Word & PowerPoint.
HOW TO MAKE MONEY AT NATURAL
To fast track your way to big earnings at Natural, you will need to mirror our most successful BDMs.
In short, here’s what you need to do:
You bring the right attitude to the role
You will need to be autonomous, wanting to run your own business within our business. You will need to be fearless in your pursuit of customers who live in a very busy world. You will need to take ownership for your own success, not expecting to be spoon-fed leads or closely monitored to make sure you are ‘doing the right thing’. You are proud to be a sales person – this isn’t a ‘stop-gap’ job for you, it’s what you were born to do.
You know your target market
Natural Training is the UK’s leading provider of sales training to the technology industry. You need to know their language and the rhythm of their business. We will work with you to design a list of your universe of 150 companies, and give you everything you need to sell to them.
You are incredibly focused
At Natural, we have created the perfect selling environment. We give you all the tools you need to be successful with Natural and access to any resource you need to win. We take away the clutter of administration and give you every opportunity to focus on growing your business and winning more new business every day.
You learn about our solutions, case studies and top ten clients
You need to know how we have helped our clients to be successful. We produce strategic, creative development programmes designed to help our clients break sales records. We construct high impact learning and development programmes, and then roll them out in a blended learning environment utilising a variety of media. You need to know this stuff to drop into conversations and pitches, reassuring prospective new clients that we can produce results for them too.
You are coachable
To survive and thrive at Natural you need to have an appetite for self-improvement, to seek feedback and adapt your approach. You will receive honest feedback that may feel uncomfortable, but it will absolutely take you to the next level. You have access to some of Europe’s best business coaches, all for free.
HOW DO WE DEVELOP AND SUPPORT YOU?
Here is a typical development plan:
8-week induction: We ensure you have a well-rounded, multi-faceted induction programme. Our induction training is designed to map with our training philosophy of 70:20:10 – on the job training with short bursts of formal training by our own award-winning trainers and coaches. The initial five weeks are mapped out with specific content to bring you up to speed with all things Natural; our history, our present, our future, how to sell in the Natural way, our great success stories and fantastic clients. The next three weeks become more practical, as you actively demonstrate that you have listened, learned and applied the key knowledge and skills.
Expert Business Coaching: You will have full access to our internal business coaches at all times. They are on hand each day to coach you through deals, help with proposals or go to meetings with you.
What is your commission structure?
We operate an uncapped commission plan with accelerators for above target performance. We pay on DEALS SOLD, not invoiced.
What is the Natural Vision for the future?
We want to be the number 1 provider of sales training to the technology industry. The Planet awaits!
What are my career opportunities at Natural?
Sales can be a stepping stone to all sorts of exciting career options at Natural Training. You can move into Key Account Management, Sales Management, Team Leadership, Client Service Management or work your way to a Sales Training role. We will also need people to open up Natural in other countries, with targeted regions including Germany, the Nordics, the Middle East and the United States.
What industries do you sell into?
We sell to the technology and telecoms industry.
Which geographies do you operate in?
We are based in Aldgate East, London, and service all corners of the globe including recent assignments in South America, Australia and Russia. We have plans to open up more offices in coming years in Europe and are looking for people like you who might one day take us there!
What’s the culture like at Natural?
It’s a high energy, entrepreneurial, can-do culture. Every morning we lay on a healthy breakfast for our team, and at midday every day our whole company huddles for 15 minutes to talk about new clients, opportunities and challenges. We always break for lunch, and have a great neighbourhood to explore. At 4pm we stop for our famous 5-minute workout – check out some of the more recent workouts on Twitter!
What do our top earners make?
Our top earners at Natural can expect to take home £80K +per year.
What’s the working environment like?
The natural Habitat is a perfect mix of old and new; a charming historic building within the heart of London that has been redeveloped to modern office standards. It is a place we are proud to call home and bring our clients to. Our office is located close to a superb range of restaurants and bars, and has secure indoor bike lock up and shower facilities.
Where do your leads come from?
Having been in business since 2005 we have developed a comprehensive database of past and present clients. To date we have worked with over 7,500 clients on sales transformation programmes. This provides huge opportunity for our sales team to work with these warm leads and further develop relationships. We also have good ranking on Google, and receive around 100 inbound leads per month. We are able to quickly and efficiently buy target client lists with phone numbers and email addresses to make it simple for you to get in contact. We also use social media in a clever way to generate lots of new leads.
What does a typical day look like for a BDM?
Our team typically get to the office around 8:00-8:15, have a bit of breakfast, and organise their day. We use the phone to generate a lot of our leads, so our first few hours of each day are a hive of outbound call activity. In the afternoon, we follow up on our leads, go to meetings, and plan our next day. In between, there is plenty of deal and personal coaching to help refine your craft, and win the next big Natural client. Contracted hours are up to 5:30 pm, but it’s not unusual to see a few of the team staying back late to work on proposals on their way to smashing targets.
How many of the current team hit target last year?
In 2016, five out of six of our BDMs smashed target and three of the team were in the first year with Natural! This is owing to the calibre of sales person working with Natural but also testament to the development we give to each BDM in year one. We also see year one as your foundation year in Natural so we only set very realistic and achievable targets. From this foundation, our BDMs go on to hit really exciting numbers in years two and three.