Business Development Lead

Job Description

We don't want to waste your time

If you have never worked in the UK telematics sector in a sales role - then this role is not for you. We need someone who is knowledgeable about the fleet management software industry, has experience in this sector, a network of contacts in this sector, and a passion for this sector.

If you tick those four boxes and can be located in central London 2 days a week, then please apply.

About GoMetro

The GoMetro mobility management platform is software-as-a-service - so the application is cloud-based, which means that we can service any customer in any geography. GoMetro’s platform replaces yesterday’s phone-calls and spreadsheets with today’s data-driven efficiency, and prepares you for the transition to the electric fleets of tomorrow.

Our key buyers are transport managers and fleet operators who are responsible for a large number of vehicles. They work out of bus depots, workshops or distribution centres - so that is where our sales engineers go to solve our customers problems - at their depots and workshops. Supply chain operational visibility, subcontracting and third-party logistics transparency is what GoMetro is enabling - and we have a unique opportunity to provide the layer of logic and next generation digitalization for transport systems - public transport and logistics.

We are on a growth trajectory in the major trucking and road freight sector - and are keenly focussed on the UK market as the next main market for our platform. This is a role for an experienced senior leader in logistics-tech who wants to take on a very senior market development role with a fast-paced scale-up.

Role Overview

As the Business Development Manager for the UK Trucking Sector, your key responsibilities encompass a strategic focus on showcasing and demonstrating our products to prospective contracted clients. This involves adeptly following through with leads provided to the sales team by inside sales reps as well as harvesting potential clients and leads yourself. Your role also entails driving deals to fruition, ultimately contributing to the achievement of specific Key Performance Indicators (KPIs), all while working closely with the Chief Executive Officer, who you will report to. You will also be required to track all your progress regarding deals in our CRM system (currently HubSpot).

This is a position for someone ready to start a unit from scratch in the UK - modelled on practices and techniques that are working in GoMetro’s first market of South Africa. Previous experience in setting up a sales unit in the UK truck sector would be highly valued. You will be the point of the spear for GoMetro’s product stack entering the UK logistics sector - supported by a deal analyst, inside sales representative and operations team based in our back-office in Cape Town.

As the Business Development Manager, your pivotal role involves spearheading sales initiatives, generating leads, nurturing customer relationships, and closing deals for our company's growth. We need a dynamic, adaptable, and collaborative individual who understands customer needs and can tailor effective solutions. Your success depends on building lasting customer relationships, negotiating persuasively, and upholding our values of honesty, integrity, and accountability. If you thrive in a fast-paced environment and seek to make a significant impact on our growth, embrace this opportunity to contribute to our continued success.

The successful candidate is results-driven and has proven experience in achieving sales results in the trucking sector.

Duties and Responsibilities

• Product Showcase and Demonstration: Strategically plan and execute product demonstrations to drive sales and interest from prospective clients.
• Solve the client’s problem on the call - your knowledge of the logistics sector paired with your product knowledge will uniquely place you to solve your customers challenges and problems using GoMetro’s product range
• Being able to plan your day to have at least two demo calls a day, and submit at least 5 proposals a week. This is a strong outreach role.
• Lead Follow-Up: Collaborate with inside sales representatives to promptly address inquiries and nurture client relationships.
• Lead Generation: Proactively identify potential clients through research and networking to contribute to lead generation.
• Ensure that proposals are meticulously executed by the Deal Analyst and thoroughly reviewed for completeness and accuracy before being dispatched.
• Deal Closing: Negotiate terms and secure contracts, overcoming objections and obstacles.
• CRM Management: Use the CRM system to track and manage all aspects of the sales process.
• Reporting and Analysis: Analyze sales data to make data-driven recommendations for improvement.

Key Experience, Skills and Abilities

• Must have proven software sales experience in UK trucking sector with connections and network with trucking companies to bring to this role - we want you to be able to hit the ground running targeting truck fleets in the UK
• Sales and Business Development: Track record of achieving sales targets, generating leads, and closing deals in the SaaS sector.
• Client Relationship Management: Ability to build and maintain strong relationships with clients and provide solutions.
• Negotiation and Deal Making: Experience in achieving mutually beneficial outcomes through negotiations.
• Strategic Planning: Proficiency in executing business development strategies aligned with company goals.
• Financial Acumen: Understanding of financial metrics and viability analysis for opportunities.
• Communication: Excellent verbal and written communication skills for presenting proposals and networking.
• Problem Solving: Analytical skills to address challenges and turn them into growth opportunities.
• CRM Software: Experience in using Hubspot Customer Relationship Management (CRM) software for lead management and sales tracking.

Key Performance Indicators:

We will know you are doing a great job if the following is true:

• Manage and move forward 50 active CRM deals p/m
• 20 Demos done p/m, at least one a day
• 12 Proposals sent out p/m (three per week)
• 8 POC trials initiated p/m (two per week)
• 4 new clients entering invoicing each month
• GBP50k in new monthly recurring revenue by month 4
• In future a KPI on portfolio revenue management will be developed
• In future a KPI on nett retention and churn will be developed

The Sales Department’s Mission

The Sales Department at GoMetro is focused on driving business growth and expanding the company’s presence in the mobility and logistics industry. The Sales Department plays a crucial role in generating revenue by acquiring new clients, building strong relationships with existing clients, and promoting GoMetro’s products and services. Our primary objectives include:

• Customer Acquisition
• Client Relationship Management
• Product Promotion and Demonstration
• Market Research and Insights
• Collaboration with Other Departments
• Sales Strategy and Target Setting
• Market Expansion

Ultimately, the Sales Department is at the forefront of driving GoMetro’s growth and success, establishing strong client relationships, and positioning the company as a trusted and innovative leader in the mobility and logistics industry