Fulcrum Digital Inc
Business Development Specialist
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Business Development Specialist
Sales Manager Position – IT Services & Business Development
Core Responsibilities
- Generating new sales & closing transactions is the primary focus of the role.
- Managing correspondence between the sales team and clients to ensure smooth communication.
- Monitoring customer accounts for ongoing account management.
- Tracking sales targets to ensure performance alignment with company goals.
- Answering phone calls efficiently to maintain first-point-of-contact service.
- Scheduling diaries for meetings, presentations, and follow-ups.
Key Accountabilities
The Sales Manager will play a critical role in driving revenue growth by:
- Setting up and driving sales activities to identify, qualify, and nurture prospects.
- Serving as the primary point of contact for targeted prospects, building trust and engagement.
- Presenting tailored solutions to prospects, addressing their unique business needs.
- Conducting lead generation, prospecting, and pipeline development to optimise sales efficiency.
- Developing long-term relationships with senior decision-makers at target firms.
- Managing the entire sales cycle, including:
- Initial client communication
- On-site presentations
- RFI (Request for Information) responses
- Multi-day client workshops
- Negotiations and deal finalisation
- Providing early-stage customer support, ensuring satisfaction throughout the sales journey.
- Supporting market research and competitive positioning analyses in collaboration with presales, marketing, and business development teams.
- Adhering strictly to FULCRUM’s Sales, Human Resources, and corporate ethics policies.
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Travel Requirements
- Regular travel to regional prospects and customer sites is required to:
- Support lead generation
- Conduct sales presentations
- Negotiate contracts
- Implement engagements
- Strengthen ongoing customer relationships
About the Role & Path to Progression
We seek a driven, personable, highly organised, and quick-learning candidate, particularly with experience in the payments sector.
This position offers clear progression opportunities, evolving from: ✔ Supporting and learning core sales processes. ✔ Progressing to autonomous business development. ✔ Moving into a commission-based revenue-generating role.
About the Organisation
We are a leading IT Services and business platform provider, serving industries such as:
- Insurance
- Banking & Financial Services
- Food Services (and more)
Role Purpose
We are looking for a dedicated, bright, and highly motivated Business Development Representative (BDR) with:
- Proven IT sales experience, ideally 6-8 years in an aggressive selling environment.
- Experience selling IT services and products, including portals, mobile platforms, packaged solutions, and digital offerings.
- Familiarity with fast-paced, growth-driven organisations managing both transactional sales and complex enterprise deals.
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You will report to the Director of Sales and work closely with the sales team to:
- Develop and execute lead generation programs.
- Hit demo set and sales targets.
- Adapt quickly as sales initiatives and priorities evolve with growing opportunities.
Required Skills & Experience
- "Go-getter" mindset with a track record of aggressive IT sales success.
- Responsibility for growing market share in the insurance sector.
- Ability to close deals worth $2–5 million.
- ** Exceptional communication skills** (verbal and written) and negotiation expertise.
- Proven ability to meet aggressive deadlines and sales targets.
- Value-creating, consultative selling approach (not transactional).
- Direct product-selling experience, covering:
- Portals
- Mobile applications
- Packaged solutions
- Digital-first platforms
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