Business Development Manager

Purpose of the Role:

To generate new profitable revenue for the business by selling Smart City solutions to customers in local authorities, transport networks, campus/ estates, contractors, and system integrator segments.

Key Responsibilities:

  • Build pipeline of new business opportunities
    • Identify new business opportunities – including new markets, growth areas, trends, customers, products and service,
    • Research organisations and individuals to identify new leads and potential new markets,
    • Respond to existing sales leads and qualify new leads and prospects to develop a pipeline of potential opportunities.
  • Establish and maintain strong relationships with customers
    • Attend conferences, meetings, and industry events,
    • Identify key stakeholders in customer organisations and contact them to set up meetings,
    • Establish rapport with customers, and build relationship as a trusted advisor,
    • Use appropriate sales methodology to understand the customer’s situation, needs, economic impact, budget availability, influencers and decision makers, decision-making process, and timeline.
  • Pitch the products and services
    • Describe and demonstrate the Smart City solutions and benefits,
    • Work with team to respond to all customer’s questions including features, performance, implementation, and commercial terms,
    • Support the customer in developing their business case,
    • Secure trials of the Smart City solution,
    • Develop quotes, proposals and contracts, and participate in formal bid processes,
    • Negotiate details and close the deal,
    • Work closely with the Operations team to ensure a smooth handover into delivery.
  • Management reporting
    • Set ambitious achievable sales targets, and report on progress towards meeting them;
    • Maintain accurate sales forecast and pipeline data as input to business and operations planning;
    • Maintain effective account plans to progress deals to closure;
    • Provide reports on customer satisfaction, market intelligence and competitors;
    • Follow all group process and bidding governance.

Ideal Person:

  • You will have a strong sales track record, with a proven ability to hit targets and a consistent background of winning new business;
  • You will be tenacious and target-driven with good attention to detail and the ability to handle pressure;
  • You will be articulate, polished and professional with excellent communication and interpersonal skills, and a strong relationship builder;
  • You will be an excellent listener with an inquiring approach and willingness to learn;
  • You will be self-motivated and disciplined, with strong time-management and organisation abilities and the ability to meet deadlines.


  • You will have experience of selling Smart City, IoT, or similar solutions involving monitoring and control of remote assets, data analytics, and optimisation of work management;
  • You will have a good network of contacts within local authorities, transport networks, campus/ estates, contractors, and system integrators;
  • You will be familiar with using effective sales methodologies;
  • Strong IT fluency.

This vacancy is not open to recruitment agencies.

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