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