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Capability Group / Job Family GROUP: Sales & Marketing

Capability / Job Family: Sales

Job Profile title: Business Development Director

Management Level: Principal

Job Specification description

Our vision is to create a world-class business development and marketing capability for Kainos, fuelled by a diverse range of highly talented and motivated professionals working collaboratively and innovatively to ensure we continue our growth trajectory.

We do this via an open and supportive environment where colleagues can share information, learn from one another and excel in their own career. With consistent ways of working aligned to industry best practice, we build sustainable and predictable sales pipelines for our market-leading offerings.

As a Business Development Director (Principal) in Kainos, you will be responsible for delivering the business development strategy by leading and generating activity in your sector/region by building an extensive network of industry contacts.

You will be accountable for building relevant stakeholder relationships with customers and industry partners to ensure cross-selling opportunities are maximised. You will be working collaboratively with other members of the Business Development team as well as colleagues from other areas of the business including delivery, legal, marketing and operations.

Your key responsibilities will include:

  • Developing Kainos as a business – using a combination of new and existing accounts (where applicable), you will build and maintain a rich pipeline of opportunities across your sector/region which will enable you to forecast accurately across future quarters, achieve agreed sales targets and maintaining predictability of future revenue.
  • Providing Business development Leadership – utilising best industry practice and processes you will develop sector/region specific prospect and account plans and lead pursuit teams (where applicable) to develop pipeline and deliver revenue.
  • Being a trusted advisor for our customers – you will be expected to apply a consultative selling approach based on taking the time to properly understand our customers and their challenges/opportunities. Empathy, active listening, being responsive and creativity all play a part here.
  • Putting deals together – these deals will need to meet sales, revenue, and profitability objectives, and ensure that the work contracted is compatible with Kainos’ strategy and goals.
  • Building and developing strategic partnerships – you will build and maintain successful partnerships with other businesses in our ecosystem to enable Kainos to be positioned as go-to partner that is trusted and continually adds value.
  • Negotiating & managing senior stakeholders - You will be an expert negotiator and excel in in senior stakeholder management with experience of presenting and refining proposals to achieve the expected outcome for Kainos.
  • Be an external Kainos ambassador - with an external customer focus, you must ensure that you embrace and promote the culture, values and behaviours that make Kainos unique.
  • Working as part of a team - B2B enterprise deals are usually complex and require a business development professional to lead and leverage a wider multi-disciplinary team. You will also work closely with colleagues from other business units as well as industry partners to ensure that cross-selling opportunities are maximised.
  • Putting people first & developing others – You’ll manage, coach and develop a small number of staff, with a focus on managing employee performance and assisting in their career development.

MINIMUM (ESSENTIAL) REQUIREMENTS:

Have a proven background in the GB Insurance sector.

  • Be an expert in the business development process and deal commercials including constructing complex commercial offers, with a demonstrated ability to:
  • create business development strategies and account plans that ensure success in winning £multi-million deals, recognising that such a campaign may need to be built up over an extended period of time; and to deliver against quarterly and annual targets.
  • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organisation, including executive and C-level
  • Expert networking skills and the ability to build strong and appropriate relationships with senior stakeholders
  • Broad technology experience and a sound awareness of technology trends and their potential impact on current & future projects
  • Excellent knowledge of digital services concepts and our markets, with the ability to articulate the distinct aspects of products and services and position them against competitors
  • Ability to operate in a highly competitive and pressurised environment, making sensible decisions that don’t compromise Kainos
  • Ability to plan and meet deadlines in accordance with business requirements
  • Excellent negotiation skills, both from a commercial and contract perspective as well as resolving escalations and diffusing issues
  • We are passionate about developing people – a demonstrated ability in managing, mentoring and coaching members of your team and wider community is important

DESIRABLE:

  • Experience of delivering and/or selling digital services of scale and complexity (£multi-million) for at least ten years in previous roles.
  • An appreciation and knowledge of technology delivery, agile methodologies, etc.

WHO YOU ARE:

Our vision is to enable outstanding people to create digital solutions that have a positive impact on people’s lives. Our values aren't abstract; they are the behaviours we expect from each other every day and underpin everything that we do. We expect everyone to display our values by being determined in how obstacles are overcome; honest when dealing with others; respectful of how you treat others; creative to find solutions to complex problems and cooperative by sharing information, knowledge and experience. These values, applied collectively, help to produce an outstanding Kainos person, team and culture.

We're an inclusive bunch at Kainos and we believe in equal opportunity. We welcome applications from all walks of life, including those with criminal records. Everyone who is offered a position here undergoes a basic background check , however no one is treated differently due to their background where it isn't relevant to the role. It's important to note - failure to reveal information which is relevant to the position sought, could result in us having to withdraw the conditional offer of employment.

In short: Having a criminal record will not exclude you from a career with Kainos. This depends entirely on the nature and requirements of the position, together with the circumstances and background of offences. Kainos has a policy on the recruitment of ex-offenders (available on request).

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Confirmed 12 hours ago. Posted 30+ days ago.

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