VP, Business Development

VP Business Development
Location: UK based, work from home
Travel Required : Yes
Department: Public Sector Services
Reports to : SVP Business Development
Contract Type: Permanent
 
Job Summary / Overview:
 
Responsible for lead identification/generation, prospect engagement, networking, leading successful bids and ultimate conversion of new business opportunities aligned to Teleperformance Public Sector Services (PSS) division growth strategy.
You will work as an integral member of the established PSS Business Development Team with personal accountability for achieving your annual sales target and contributing to the achievement of the overall annual team targets for growth and development of the exiting PSS client portfolio.
The VP Business Development will be accountable for managing and owning the end-to-end sales and bidding process for both new and (on occasion) existing service re-tenders; from initial identification of opportunity and qualification through the sales and contract agreement process and playing a supporting role during service implementation and initial service live stages.
The successful candidate will have excellent sales and negotiation skills proven within the UK Public Sector vertical. You will have proven success of winning new business and retaining existing business as well as contributing to the expansion of existing client accounts.
 
Key Responsibilities and Accountabilities:
 
Establish and develop excellent relationships with prospects to ensure that Teleperformance are included in all early stage market engagement activities and that a clear understanding of prospect requirements is understood
Working with the SVP Business Development to identify target organisations and prospects within agreed vertical and to generate own leads from historical contacts and through developing new contacts
Build relationships with all key decision makers and influencers within prospective new clients to maximise Teleperformance insight and awareness of client requirements and success criteria
Owning the entire end-to-end sales process from initial engagement to sales pitch and formal bidding stage through to commercial approval, contract negotiation and signature.
Manage and develop bid teams as part of the bid process from development of initial win strategies, through to submission and, where appropriate, successful contract award.
Forming a bid team and then managing their outputs during formal tender processes, including direct management of the Bid Manager and Solutions Architect in addition to ensuring the right level of engagement and input of all necessary SMEs eg Operations, Finance, IT, HR etc
Achieve the successful conversion of opportunities, winning new business and expanding and retaining existing ones
Working with the SVP of Business Development to secure executive sign off for proposed solutions/prices as part of the formal bid process
Ability to analyse a client’s business / service function, strategic business objectives and requirements; translating this intelligence into compelling, written responses, working in conjunction with the Bid Manager, Solutions Architect and relevant SMEs.
Understand Teleperformance (TP) products, services, experience and working closely with all required functional business delivery areas.
Ability to create bespoke bid content aligned to specific client response requirements to ensure the highest possible marks are achieved for technical responses as part of the bidding process
Communication
 
Ability to put complex ideas across simply in written, visual (slides) and verbal forms
Ability to create bespoke sales, marketing and bid content
Confident presenter and public speaker, able to engage with prospects, clients and industry influencers and present yourself and Teleperformance as a thought leader specialist within the PS sector
Responsibility for undertaking research and understanding of Public Sector (and associated sectors) procurement directives and routes to market
Influencing and networking
 
Ability to operate effectively within a B2B client/service provider environment
Ability to deliver through others within a project/virtual team environment
Ability to build and maintain effective networks – internally and externally
To build and maintain a strong and credible social network profile as a thought leader and SME within the Public Sector vertical
Experience
 
Extensive and demonstrable experience securing individual business in excess of £3m plus per annum contract value within Public Sector vertical for 5+ years
Proven track record in generating leads and identifying ‘real’ sales opportunities
Demonstrate ability to prioritise and organise workload
Excellent communication skills both verbal and written
Excellent research skills
Excellent negotiation and influencing skills
Excellent presentation skills
Full clean driving license and willingness to travel
Demonstrate ability to build up and maintain excellent internal and external relationships
Ability to build credibility both internally and externally
Proven ability to ‘network’ and build relationships with prospects
Significant and proven track record of pitching at Senior Manager/Board level
Strong knowledge of multi-channel customer engagement services and processes and solution based selling approach
Experience of identifying, engaging and working on complex and high value bid opportunities with a demonstrable track record of success
Excellent written and verbal communications skills with evidence of having authored detailed bid response submissions
A strong influencer, able to inspire and motivate internal and partner teams to fully engage in, commit to and deliver outstanding content for bid responses
A creative problem solver, able to look at a situation and generate imaginative but compliant solutions and strategies aligned to the client’s requirements
Experience of working in a fast paced and highly challenging sales and bidding environment where you have been directly responsible for the ownership of the end-to-end sales process.
 
 
 
 
Education/Specific Training/Work Experience Requirements
 
Essential - Proven sales performance and achievements of winning contact centre (and associated services) contracts within the Public Sector vertical.
Desirable - Educated to degree level.
 
Work Experience
 
At least 5 years of experience in a similar role in an outsourcing contact centre environment, working on Public Sector new business opportunities
 
Competencies and Specific Skills
 
Takes ownership and accountability
Commercially minded
People focused
Achievement driven
Superior communication skills with ability to engage and win support of a team
Flexibility
Excellent reasoning & judgement
Self-motivated and can motivate others
Strategic and commercial thinker
Team player and able to work within close knit team environment
Excellent organisation skills