Business Development Manager - Public Sector

LanguageLine Solutions

  • London
  • Permanent
  • Full-time
  • 16 days ago
Exciting career opportunities in the language access industry are waiting for you at LanguageLine Solutions. Whether you work in the corporate office, in one of our satellite offices, at our Interpreting Call Centers, or work from home, you can help make a difference in someone’s life every second of every day.Job DescriptionPosition: Business Development Manager – Public SectorDepartment: SalesReports to: Sales & Marketing DirectorLocation: Hybrid Role: Field Based plus London Head OfficeLanguageLine’s UK operation is part of the worldwide LanguageLine Solutions group with global headquarters in California and European headquarters in London. For over 40 years, LanguageLine Solutions has developed and delivered language support services of the highest quality to organisations across both public and private sectors.Main Job PurposeThis is a high-level role aimed at increasing LanguageLine’s prominence and customer portfolio across the public sector through directly winning new business and enhancing LanguageLine’s positioning, influence, standing and preparedness for upcoming public sector bids/tenders.Specific TasksPermeating public sector organisations; forming contacts, nurturing relationships and influencing key stakeholders and decision makers including at c-suite level in the area of language support supply:
  • Understanding organisational structure and strategic relationships in terms of e.g. regional or sector-based collaborations
  • Understanding current supply, including positive and negative aspects
  • Understanding requirements including improvements desired
  • Outlining and differentiating LanguageLine’s capabilities
  • Understanding and influencing procurement pathways and timelines
Winning suitable/viable business from competitor-supplied organisations; taking business from an incumbent either in part or in whole as the business deems viable through:
  • The promotion of direct award to LanguageLine
  • The implementation of trials of one or more of LanguageLine’s services leading to permanent business
  • Across the entire organisation or
  • In specified areas of the organisation as part of a longer-term goal
Positioning LanguageLine as the provider of choice for any future procurement exercise:
  • Forming a position as advisor to stakeholders, including to c-suite level, to inform, influence and shape any tender specification to LanguageLine’s advantage
  • Instilling LanguageLine in the minds of stakeholders and decision makers as the provider of choice; the benchmark service
  • Building a strong network of business relationships nationwide within potential customer organisations, framework bodies and the wider public sector environment
  • Engaging and forming relationships with Framework leads, positioning yourself as an industry expert and influencing strategy
  • Reporting back to the business on customer requirements and future goals to inform product/service development and technical roadmaps
  • Negotiating terms of business with clients, in line with factors including internal pricing models and existing framework vehicles
  • Personally delivering continuously against:
Revenue/potential revenue targets, activity KPIs – e.g. emails sent, calls made, physical meetings/interactions
  • Working with the Marketing Team to inform and shape outbound activity and campaigns in support of business goals
  • Supporting the Bids Team on relevant tenders and proposals
  • Supporting the Premier Sales Team with larger opportunities as required
  • Preparing and delivering presentations to customer stakeholders on an ad-hoc basis and/or as part of a tender exercise
  • Including maintaining a core slide deck with up-to-date content to use for this purpose
  • Maintain high levels of LanguageLine product knowledge including; current services and processes and how these can be applied; and future developments
  • Maintain competitor knowledge including both strong points, weak points and the LLS positioning against this
  • Maintain CRM (Salesforce); lead creation, account activity, opportunity pipeline status and customer communication
  • Develop and maintain strong internal communication and business relationships with LLS departments and personnel
Person SpecificationThe following range of experience, knowledge and skills are required, which the candidate should be able to describe/evidence/demonstrate:Essential:
  • Minimum five years’ experience in a public sector sales environment
  • Selling and account management experience across all areas of the public sector, including health, local government, criminal justice,
  • A proven track record of building relationships with key stakeholders and decision makers up to and including c-suite, in multiple sectors
  • Presenting to key stakeholders up to and including c-suite level
  • Able to understand client problems and aims with the ability to quickly consider and propose solutions
  • Successfully selling services against an established incumbent supplier
  • Self-disciplined/self-driven; committed to smart, productive activity everyday and measuring the success/ROI of that activity
  • Committed to set processes and administrational disciplines, with a strong attention to detail
  • Managing multiple projects concurrently and ability to prioritise based on business opportunity
  • Understanding both strategic and financial perspectives re business relationships, including the potential difference in these
  • Understanding revenue and margin as separate considerations
  • Committed to excellent customer service and a drive for complete client satisfaction
  • Sound judgement based upon client requirements, realistic possibilities, revenue potential and available resources
  • Evidence of problem solving for a client
  • Be a brand ambassador for the Company; understanding and promoting the ethics of the company
  • Working both independently and as part of a wider team, including evidence of supporting a tender process
  • Knowledge/Competency of Microsoft Office, Salesforce, MSTeams
  • Clean driving licence
Desirable:
  • Knowledge of, and experience in, the interpreting and broader language services industry
Equal Opportunity Employer. All qualified applicants will receive consideration for employment and will not be discriminated against based on race. color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, pregnancy, genetic information or any other consideration prohibited by law or contract.Compliance with Disability Laws. It is the policy of LanguageLine that qualified individuals with disabilities not be discriminated against because of their disabilities in regard to job application procedures, hiring, and other terms and conditions of employment. It is also our policy to provide reasonable accommodations to qualified individuals with disabilities in all aspects of the employment process. We are prepared to modify or adjust the job application process or the job or work environment to make reasonable accommodations to the known physical or mental limitations of the applicant or employee to enable the applicant or employee to be considered for the position he or she desires, to perform the essential functions of the position in question, or to enjoy equal benefits and privileges of employment as are enjoyed by other similarly situated employees without disabilities, unless the accommodation will impose an undue hardship.VEVRAA Federal Contractor requesting appropriate employment service delivery systems, such as state workforce agencies and local employment delivery systems, to provide priority referrals of protected veterans.PAY TRANSPARENCY NONDISCRIMINATION PROVISION
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-I.35(c)

LanguageLine Solutions