Business Development Representative

Potentiam company background (The Employer)

Potentiam are a rapidly growing global offshore provider of highly qualified professional services & technical staff to UK and European companies currently employing over 220 staff in our 4 countries with growth plans to increase our client offshore teams to over 800+ staff in the next 2-3 years. Our offices are in Romania, South Africa, and India, where we provide an engaging work environment for our staff to thrive in the international arena covering a wide range of roles from accounting, marketing, data management, HR, sales/ account management, engineering, technology and operations.

Potentiam already has over 40 (forty) client partners with over 200 client staff across our 5 global locations. Key to Potentiam's success is our global HR teams and the deep expertise of our consultants in data analytics, digital marketing, technology, and finance.

Potentiam work with clients in finance, energy, leisure, marketing, business services and technology industries. We manage our staff’s career development and personal development training, all infrastructure, HR, & payroll with our clients directly managing day to day staff responsibilities and role training and development.

Purpose of role

As a Business Development Representative, you will be directly engaging with the CEO’s and C-suite level profiles of European and UK businesses. The objective of the role is to qualify and convert leads through a structured discovery process and book meetings for yourself and the Relationship Directors and progress prospects through a structured buyer's journey. In addition to the provision of leads developed from the support of Potentiam's Marketing team you will also develop and assigned set of target accounts via an Account Based Marketing strategy. Initially you will work closely with the Relationship Directors to identify and develop new client opportunities and arrange to hand over accounts to the relationship director once these have been established.

The role has a defined progression path to becoming a Business Development Manager with end-to-end sales responsibility across a variety of sectors including IT Services, SAAS, E-Commerce, Financial Services, Professional Services, Accountancy and Engineering.

Duties and responsibilities

• Drive “new” customer acquisition growth by making outbound calls & doing outreach campaigns to prospective businesses for Potentiam’s offshore services using our CRM.
• Qualify opportunities – Qualify all sales opportunities provided via Potentiam’s lead generation channels and provide regular feedback on the performance of leads.
• Account management – work closely with account management in the handover of the client to be managed once the role(s) has started working.
• Target – Responsible for achievement of monthly/ quarterly new business targets for meetings.
• CRM and pipeline management – Track all calls and communications in Potentiam’s CRM as well as manage all sales pipeline tracking and target reporting.
• KPIs – qualifying on-profile Clients & booking meetings as directed by the Founder.

Skills/Experience

• This role will suit a target-driven & commercially savvy sales professional with a B2B sales background and a consultative selling approach. You need to be comfortable engaging with corporate clients at a variety of levels up to and including C-Suite.
• A minimum of 3 years’ experience in a B2B sales role.
• Proven experience within the professional services sales arena securing meetings through effective consultative selling.
• Ability to articulate complex concepts in simple succinct terms.
• Strong English written ability and excellent business communication skills is essential.
• Experience of operating within an Account Based Marketing framework.
• Experience of working with CRM databases, ideally Hubspot.
• Be commercially aware and able to deliver profitable proposals that meet internal guidelines.
• Be organised and self-aware, consistently following up on leads and planning ahead.
• Target driven and ability to collaborate effectively in cross-functional teams.
• A good understanding of LinkedIn Sales Navigator.
• Background in technology sales, international exposure, and consulting will be hugely desirable.
• A conceptual understanding of information technology, digital marketing, analytics, or finance beneficial.

Additional benefits

Incentive Earnings, Pension/Risk fund benefit & medical aid allowance.

Location and hours

Cape Town (33 Heerengracht Street, CBD) In office I Monday-Friday (08.00-17.00 BST).