Business Development Mgr

ibml, ibml House; England; On-site; GBP 55,000 - 75,000; Full time

Job summary

ibml is seeking a Business Development Manager to drive direct-to-end-user sales of Capture Solutions across the UK and Ireland. You will present the full ibml portfolio—hardware, software and services—and generate net-new accounts while managing follow-on opportunities.

This role requires consultative selling, strong communication, and the ability to travel across Europe when needed. You’ll work with the GM and EMEA VP to develop strategies, coordinate with sales engineering, and maintain

Qualifications

• Minimum 2 years selling software and/or hardware-based solutions
• Bachelor’s degree in a technical or business field preferred
• Experience in Financial Solutions, Banking and Insurance markets would be a plus
• Experience in intelligent document recognition or electronic content management would be a plus
• Consultative selling or solution selling business-to-business is crucial
• Ability to travel in DACH (& more widely in Europe when needed)
• Excellent oral and written communication, planning, presentation and organization skills
• Strong consultative problem-solving skills with a client service orientation
• Realistic scheduling and observance of deadlines
• Integrity, creativity, intellectual curiosity, persistence, and achievement oriented
• Ability to work collaboratively in a team-based environment
• Proficient knowledge in Microsoft Office (PowerPoint, Word, Excel)
• Salesforce.com CRM (desired)
• Fluent in English (including written) – any additional language skills a benefit

Responsibilities

• Work with ibml’s GM & VP – EMEA to develop sales strategies to sell Capture Solutions
• Present and sell the full ibml portfolio (hardware, software & services)
• Generate net-new accounts and manage follow-on business
• GTM will be 100% direct to End User (exclude BPOs via Reseller)
• BDM territory will be UK & Ireland
• Develop prospecting and sales plans with the GM
• Maintain understanding of all ibml products and services
• Engage with sales engineering to collect accurate requirements
• Articulate ibml’s software value to C-Level and mid-management
• Respond quickly to prospect inquiries
• Develop system configurations and price quotations
• Initiate and conduct sales/product presentations (in person and via web)
• Maintain contact with client and implementation team during deployment
• Ensure customer satisfaction with ibml products and services
• Attend and support ibml marketing events
• Maintain opportunity/pipeline reports in Salesforce
• Exceed quarterly and annual sales objectives

Skills

Hunter sales approach

Consultative selling

Travel ability to Europe (DACH)

Written and verbal communication

CRM (Salesforce) experience

Microsoft Office (PowerPoint, Word, Ex

Education

Bachelor’s degree in technical or business field

Job description

Role and Responsibilities

• Work closely with ibml’s General Manager & VP – EMEA to develop sales strategies to sell Capture Solutions to prospective clients in the high-volume scanningand data capture market.
• To present and sell the full ibml portfolio (hardware, software & services)
• To generate ‘Net New’ accounts for ibml (you will account manage any net new accounts thereafter and benefit from any BDM generated follow-on business)
• The GTM (Go To Market) will be 100% direct to End User (to exclude BPO’s and any end user accounts supplied via our Reseller channel)
• The BDM active sales territory will be UK & Ireland
• Develop prospecting and sales plans in conjunction with the General Manager.
• Develop and maintain an understanding of all ibml products and services.
• Engage and assist the sales engineering group during the sales process to collect accurate requirements from prospective clients.
• Clearly articulate the value of ibml’s software products to C-Level upper management and middle management executives.
• Respond quickly and thoroughly to prospect inquiries and issues.
• Develop system configurations and price quotations.
• Initiate, create and conduct sales/ product presentations both in person and via the web.
• Maintain close contact with the client and ibml’s implementation team during the implementation process.
• Ensure overall customer satisfaction with ibml products and services.
• Attend, participate and support ibml marketing events.
• Maintain up-to-date activity and opportunity (pipeline and forecast) reports (via SalesForce).
• Exceed quarterly and annual sales objectives

Preferred Skills, Qualifications and Education Requirements

• Minimum 2 years selling software and/or hardware-based solutions to prospective clients; Hunter sales approach
• Bachelor’s level degree (or equivalent) in a technical or business field preferred
• Experience in Financial Solutions, Banking and Insurance markets would be considered a plus
• Experience in intelligent document recognition, electronic content management or related area would be considered a plus
• Consultative selling or solution selling business-to-business is crucial
• Ability to travel in DACH (& more widely in Europe when needed)
• Excellent oral and written communication, planning, presentation and organization skills
• Strong consultative problem-solving skills with a client service orientation
• Realistic scheduling and observance of deadlines
• Integrity, creativity, intellectual curiosity, persistence, and achievement oriented
• Ability to work collaboratively in a team-based environment
• Ability to prioritize and work independently without well-defined tasks
• Proficient knowledge in the following areas: Microsoft Office (PowerPoint, Word, Excel)
  Salesforce.com CRM (desired)
• Fluent in English (including written) – any additional language skills a benefit