Develop and expand a health and safety training solutions client base

Business Development Manager

Our client is a one of the country's best-known names in Health & Safety training and workplace safety solutions. Health & Safety training has been central to the organisation for many years and remains one of the key ways they help organisations build safer workplaces, develop workforce capability and manage workplace risk.

Today, alongside their extensive training capability, they provide consulting and advisory services, risk management technology, prequalification services, PPE and specialist safety equipment.

This means they can do much more than simply deliver a training course. It is this ability to provide a full connected Health & Safety solution that sets the business apart.

This is an excellent opportunity for an experienced, relationship-based BDM who enjoys growing existing accounts, creating new opportunities and building on established client relationships.

Unlike many BDM roles, this is not a pure cold-calling position. The business already has a strong client footprint, a substantial number of existing relationships and another significant advantage – its reputation.

Many of the organisations you will work with, will already know the company, have worked with them previously, or have a positive understanding of the brand.

For a BDM, that provides a fantastic starting point. You will inherit existing clients while also developing opportunities within targeted and underdeveloped accounts. Many are large, complex organisations with multiple departments, locations, stakeholders and decision-makers – and considerable opportunity to do more.

Your job is to build on the relationships already in place, open doors into other parts of the organisation, build new relationships and uncover new areas for growth. It's about asking the right questions, uncovering Health & Safety needs and identifying where the company can add value.

Ultimately, this role is about developing deeper client relationships, increasing share of wallet and turning one opportunity into a much broader partnership.

You will take ownership of a portfolio of established clients, with a strong focus on growing relationships and developing new opportunities across each account. Your strength will be business development – getting in front of the right people, asking good questions, spotting opportunities and bringing the right internal experts into the conversation.

Key responsibilities will include:

  • Manage and grow an established portfolio of clients across training, consultancy and wider Health & Safety solutions
  • Build relationships across Health & Safety, HR, Learning & Development, Operations, Procurement and other relevant teams
  • Map accounts to identify new departments, locations, stakeholders and decision-makers the business has not worked with previously
  • Identify additional training requirements and opportunities within existing accounts
  • Review historical training activity to identify patterns, repeat requirements and missed opportunities
  • Proactively reconnect with clients around training that may be due or relevant again
  • Re-engage with dormant and under-performing accounts
  • Work alongside consultants, trainers and senior specialists to develop solutions that meet specific client needs
  • Prepare proposals, quotations and recommendations
  • Identify opportunities to introduce additional services from across the wider Group
  • Maintain an active sales pipeline through Pipedrive CRM.

Success in this role will come from being proactive, curious and commercially minded - understanding your clients' businesses, asking the right questions and proactively identifying opportunities to add value.

About You:

  • Several years of successful B2B sales / business development experience
  • A proven track record of achieving targets and growing revenue
  • Strong solution-selling experience, with the ability to uncover needs and develop opportunities
  • The drive and confidence to open doors, create new relationships and make sales
  • Experience growing existing accounts and developing relationships across multiple stakeholders
  • Strong questioning and consultative selling skills
  • Commercial acumen and the ability to identify repeat, recurring and untapped opportunities
  • A proactive, self-motivated approach and genuine drive to win and grow business
  • Strong relationship, CRM and pipeline management skills

A good working knowledge of Health & Safety would be highly regarded, and previous experience selling training/advisory services would be even better. However, there is plenty of technical expertise within the business to support you as your Health & Safety knowledge develops.

The Rewards:

  • Base salary of $90K–$110K depending on experience, plus uncapped commission
  • Company vehicle
  • Established client base and strong market reputation
  • Excellent technical and operational support
  • Career opportunities within a growing national organisation
  • Supportive and collaborative team environment

If you enjoy developing client relationships, uncovering opportunities and helping organisations improve workplace capability and safety, we would love to hear from you.

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