Responsibilities:

Client Interaction, Influence, and Relevance

• Be highly visible in executing client/sector-specific development plans, including account, territory, stakeholder, and opportunity planning.
• Effectively use supporting expert resources to unearth, educate, qualify, and progress key opportunities, including pre-sales, practice specialists, and CTO office/consult teams.
• Focus relentlessly on client value-creation to develop a qualified opportunity pipeline, whitespace penetration through cross-sell and upsell strategies.
• Act as the commercial authority and single point of contact for all client account-related matters.

Performance

• Strive to meet all Success Framework performance metrics to ensure target attainment.
• KPIs include sales target performance (in-month/YTD), pipeline additions, pipeline value coverage (in-month/rolling quarter), and pipeline maturity metrics.

Professional Competencies

• Clearly articulate clients’ business and sector drivers, identifying challenges, pain points, and opportunities.
• Identify opportunities for proposition replication by client or sector, whether technology, external factors, or client-specific needs.
• Understand commercial contracts, their structure, key terms, and their impact on BCN and the client’s business.
• Demonstrate financial awareness, including using data analysis, and effective data presentation.
• Influence and respond to formal procurement processes, including RFI/RFQ/RFP tender submissions.
• Adopt a structured sales methodology to align the buying and selling process, demonstrating learning and effectiveness.

Sales Governance and Professionalism

• Understand the importance of accurate data reporting for business awareness and support.
• Maintain accurate sales reporting, including pipeline data management, forecasting accuracy, CRM data management, and contract renewals.
• Strive to achieve sales performance KPIs.
• Effectively use business systems and tools.
• Manage GAP analysis for month, quarter, and FY, understanding key pipeline metrics for target performance.

Behavioural Competencies

• Demonstrate a desire to succeed with a strong work ethic.
• Perform well in a performance-driven, sometimes pressured environment.
• Show passion for performance attainment through continual prospecting, stakeholder development, and seeking referrals.
• Exhibit maturity and professionalism reflective of the sales function’s importance.
• Build strong internal and external professional relationships.
• Show coachability and a desire for continuous improvement.
• Invest time in attaining Microsoft solution accreditations and role-specific competencies.
• Maintain a structured and organised approach to task and time management.

Why BCN?

• The opportunity to shape your own future with industry-leading training and development, with access to our BCN Academy.
• Competitive salary with the ability to progress.
• 23-days holiday allowance, increasing with length of service, plus bank holidays, an extra day off on your birthday and the option to buy more!
• Company pension scheme.
• 2 paid leave days per year to volunteer and support your local community – if it matters to you it matters to us.
• Health cash plan with free access to a confidential Employee Assistance Programme (EAP) supporting bereavement, financial, health and wellbeing, and much more.
• Life assurance.
• Cycle to work scheme, electric vehicle scheme, home and tech scheme, and retail discounts.
• Balancing work, life, and fitness can be challenging, so we offer a free on-site gym at our Manchester and Leeds locations to make it easier to stay active.
• Long service recognition to celebrate all the milestones.
• Beer (or soft drinks), and Pizza at the end of the month, dress down every day, social events such as Summer BBQ, Christmas party and lots more!