Responsible for ensuring we are achieving our BD Handover Values consistently.
Responsible for ensuring a High Level of Quality is maintained for BD Handovers so that scores are 8 or above.
Responsible for Ensuring there are no Overdue Calls assigned to the Senior BDM.
Executes a proactive routine for keeping on top of the pipeline via proactive calling.
Forecasting Accuracy – take’s an investor view of the pipeline. Can the business make strategic decisions off the pipeline?
Early Engagement – support Developers, Main Contractors & Architects with technical & costing advice for project pre-BD Handover. Lead External Design Meetings.
Technical Knowledge – adopt and learn the product so that technical knowledge is cutting edge and 95% of technical questions raised in a Design Meeting can be answered.
Master Key Business Developments Skills; Cold Calling, Appointment Booking, Face to Face Appointments, Negotiation
Identify Needs From Clients to understand the Project & Clients Aspirations/Follows the Sapphire Streamline By Methodology/Develops Professional Solutions that respond to the Needs/ Produces Quality Proposals
Adopts a Team/Department Mindset rather than individual mindset – gets hands dirty with the team if needed to achieve Team KPI’s/Metrics as well as just individual
Takes a strategic view of the market via keeping close to our Gold Customers and ensuring we are ‘in’ and up to date’ with all our Gold Customers across the UK & IE Markets – reports on the status and effectiveness of this programme
Additional Responsibilities
Tracks Sales Velocity and ensures the inputs are accurate so that the outputs are valid and meaningful
Demonstrate ability to break down doors with Tricky Clients/Laggards and mastering the balance between being pushy but polite. Develops unique strategies to win with these clients.
‘Always in the Know’ – the Senior BDM Takes Ownership of the effectiveness of the department and strives to be in the know about every tender and project in the marketplace in time for a BD Handover. Considers areas like WOTS as a measure of our effectiveness and regularly sets new processes/actions to improve how well we are in the know.
The Senior BDM looks at the departments strategically and suggestions initiatives that help us achieve our VCP.
The Senior BDM is aware that Sapphire are Market Leaders in the UK/IE market and develops strategies and recommendations to maximise our runroad in the existing markets that can be considered by the Management Team
Regularly analyse industry trends, competitor strategies, and emerging technologies to identify new opportunities and threats.
Supports the BD Director with Strategic Areas as and when required – carries out analytical research, obtains insights from the market and develops presentations outside of the day-to-day role to present ideas/findings
Suggests & Implementing Improvements to the Department at a Tactical, Operational & Strategic Level
Becomes a role model in accurate reporting, dashboarding & CRM
Reaches out to SME’s as and when for new ideas and achieving Best Practice in the marketplace to ensure the BD Department remains cutting edge
Lead internal training sessions on negotiation, technical selling, and strategic account management.
Our Values
Deliver – we do what we say we’ll do
Initiative – we encourage everyone to use their initiative
Appreciation – we show appreciation for both performance and commitment
Learn – we stop to learn lessons and have the courage to change
Support – we support others to avoid blame
Key Performance Indicators
Quarterly BD Handover Values
BD Handover Scores
Overdue Calls
Forecasting Accuracy
Skills, Knowledge, Qualifications and Experience
Strategic negotiation and relationship-building.
Resilient, proactive, and results-driven.
Strong commercial awareness and market insight.
Excellent communication, presentation, and storytelling.
Digital fluency with CRM systems and data-driven decision-making.
Highly organised with strong time management skills.
Proven success in B2B business development or sales.
Experience managing pipelines and achieving revenue targets.
Proficiency in CRM platforms and MS Office Suite.
Degree in Business, Marketing, or equivalent experience.
