Oyster IMS - Information Management Solutions
Business Development Specialist
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At Oyster IMS we pride ourselves on our ability to create, develop and nurture a world-class business that we can all be proud of and which is enjoyable, worthwhile and fruitful for our staff, our customers, our partners and our community.
Our commitment is to exceed client expectations by understanding their unique needs, providing proactive solutions, and fostering open communication.
We are genuinely interested and invested in our client success and will excel in providing transformational services to give them peace of mind.
We strive to establish long-term partnerships, ensuring client satisfaction through continuous improvement, innovation, and dedicated focus on delivering exceptional value at every transaction.
For our people we provide a pleasant and supportive environment, where positive things happen, we are rewarded in line with our expectations, and we all have a voice.
Fundamentally we are all able to do meaningful work that provides us with autonomy, complexity and a direct connection between effort and reward.
All members of Oyster IMS live and breath our values of Excellence, Fairness, Trust and Transparency, Smart and Enjoyment.
The Opportunity
We are looking for a Business Development Specialist to join the team at Oyster IMS to help us to continue to grow the business.
As part of the Business Development team, you will sell consultancy, professional services, software, and managed service solutions.
You will be responsible to identify, qualify and close new client opportunities and work with existing clients and partners focusing on our strategy of land and expand cross-selling, as well as client retention in agreed key accounts.
Key Responsibilities
Product and technical knowledge
- Obtain and maintain strong knowledge of Oyster IMS services, products, and technology, including thorough understanding of our core and advanced offerings to have meaningful conversations with potential and existing clients.
- Listens to and understands clients’ issues and combines a deep understanding of our latest services to provide effective consultancy, software, and managed service solutions.
- Knowledge in working with software solutions, added value services, managed services with a consultative approach.
- Work with relevant technology vendors and ensure deep understanding of their solutions and how they can contribute to our own solutions set.
- Maintain awareness of the competitive landscape, market pricing, and strategy and how to penetrate a new market.
- Provide timely, prioritised, and complete client-based feedback to the to key stakeholders regarding clients’ business cases, requirements, and issues.
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Business Development
- Generating revenue opportunities within the existing client base and conversion of incoming leads
- Working with Oyster IMS partners to generate, develop and close opportunities for the Oyster IMS portfolio
- Managing revenue opportunities from initial interest through to signed contract
- Develop client contracts in line with Oyster IMS terms and conditions
- Writing proposal documents for both new and existing clients, including responding to inbound tender responses we receive directly and via relevant public frameworks
- Negotiate pricing with potential and existing clients to ensure value for both Oyster IMS and the client, with a focus on long term relationships
- Maintain sales administration (HubSpot) and client engagement rhythms
- Representing Oyster IMS at conferences, for networking, lead generation and the promotion of Oyster IMS services
Client interaction, engagement and understanding
- Manage client expectations, establish credibility at all levels within the client’s business and build problem-solving partnerships with key client stakeholders, and internal colleagues.
- Articulate solutions/deliverables that the client requires, as opposed to the products that they need to purchase.
- Articulate our value propositions throughout all steps in the sales process.
- Conduct practical gap analysis and address business issues raised by clients.
- Prepare and conduct client workshops and presentations.
- Establish relationships with multiple client stakeholders and secure deals with clients to achieve and secure sales targets.
- Use understanding of the client’s business and depth of knowledge of our services to personalise the recommended solutions in line with the client’s need.
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Opportunity identification and closing sales
- Be able to identify new sales opportunities within an account and work with key internal stakeholders to drive them to closure.
- Pursue qualified leads using established lead generation sources.
- Work alongside key internal stakeholders to support the sales process, position consultancy, software, and managed service solutions, and close the deal.
Execute the sales strategy
- Be involved and support the wider sales strategy and based on that define your own plan for your solution to achieve your sales targets.
- Develop and maintain clear account plans for key account clients and targets.
- Discover, forecast, and run opportunities in the medium and long-term.
Supporting the sales process
- Partner with internal teams and senior stakeholders to ensure the scope of work and proposals are tracked and managed.
- Work closely with other internal business development teams (such as Oyster IMS Ireland Director) to achieve the shared goal of growth.
- Use Oyster IMS established sales methodologies and tools to drive the sales process.
- Develop, implement, maintain an opportunity plan, to provide regular check-ins with the Managing Director and have established processes for getting buy-in from all stakeholders.
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