BUSINESS DEVELOPMENT MANAGER
RETAIL & FASHION RECRUITMENT
LONDON
The Company
Four Seasons Recruitment Ltd is a market leading recruitment consultancy specialising in the luxury retail and fashion sectors. The company has plans to build upon this success by appointing a BD Manager, to spearhead growth with new clients and manage existing client relationships.
Role Summary
The BD Manager will take overall responsibility for new client acquisition across both temporary & permanent luxury retail recruitment services. This will include executing robust annual sales and client retention plans. In addition to supporting the agency’s overall client acquisition activity, the BD Manager will take personal responsibility for selling and building relationships with a portfolio of Key Accounts, and major account targeted business, to ensure revenue objectives are met.
Accountabilities
- Revenue generation and growth – hit or exceed agreed revenue budgets and win new clients.
- Reputation and brand – ensure that FSRL is widely recognised (as a leading provider of recruitment solutions) in the market.
- Business planning – to work with the Managing Director to develop and execute the annual sales plan.
- Sales planning – to develop and implement a bespoke sales / development plan for each key prospect.
- Customer relationship management - to establish and develop relationships with relevant decision makers within customer organisations to create additional opportunities for FSRL.
- Undertake client service reviews on a regular basis (6m or 12m) to ensure client satisfaction.
Activities
- To constantly monitor the marketplace to identify new prospects or reprioritise existing prospects.
- To produce, maintain and develop a Client Acquisition Plan detailing agreed actions and responsibilities to secure new business revenue from target organisations.
- To establish and develop relationships with relevant decision makers within customer organisations to create opportunities for FSRL to pitch or submit a proposal. This will include tailored and focusedactivities to penetrate prospects; managing and leading credentials meetings; hosting client hospitality; and undertaking pre-pitch/proposal meetings.
- Maintain and constantly update an accurate database of prospect information and contact details.
- Provide accurate forecasts and detailed pipeline analysis as required.
- Collaborating with the Marketing Executive, where appropriate, to direct and supervise bespoke mail shot initiatives, to secure appointments to sell, undertaking initial cold calls to prospects as required.
- To map and be aware of formal reviews (including PSL review dates and pitch requests) across key prospect portfolio, take appropriate action to ensure the businesses’ inclusion in such reviews, and to plan such requests with clients and prospective clients.
- In association with the Managing Director, to evaluate each tender/bid opportunity with respect to potential revenue generation.
- Undertake follow up activities as appropriate, completing post tender/bid evaluation to identify reasons for success or failure and providing this knowledge to the Managing Director.
- Act as ‘pitch strategist’ and drive the development of the strategy, assuming responsibility for the overall structure and content of the pitch/proposal. This includes managing the scoping process, defining client needs, then developing the overarching strategy to define the FSRL proposition and client solution.
- Maintain a broad knowledge of the markets and competitor activities.
- Have (develop) an excellent knowledge of the fashion and premium/luxury market.
Person Specification
Competencies
- First class relationship building skills, combined with influencing and negotiation skills.
- High-level written and verbal communication skills, and excellent presentation skills.
- Strong grasp of commercial issues and ability to focus on profit, coupled with the ability to identify and optimise opportunities for profitable and sustainable growth.
- Resilience and perseverance.
- Good understanding of the recruitment, resourcing or HR marketplace, awareness of key trends, latest developments and other factors that will positively impact on clients’ resourcing strategies.
- Excellent knowledge of FSRL’s full capability offering.
- Strong experience of sales, marketing and presentation skills.
- Ability to resolve issues quickly and adapt in a fast-moving environment.
- Collaborative working style.
- Good organisation skills and attention to detail.
- An understanding of recruitment services would be advantageous but is not essential.
Experience
- Successful track record in the luxury retail sector and/or B2B sales.
- Experience of scoping market opportunities.
- Proven track record of building effective client relationships and influencing clients positively.
- Experience of establishing internal relationships with delivery teams, ensuring the business meets and exceeds customer expectations.
Applications will be treated as confidential. Interested candidates should send their CV or LinkedIn profile link, with a covering note detailing current salary to Malcolm Costello, malcolm@fsrl.co.uk
