Business Development Manager - Evolve (HCM for small business)

Founded in 2002, ELMO (ASX:ELO) is the leading cloud-based, integrated HR & payroll software company in Australia and New Zealand, and is the fastest growing HR Tech company in the region. We provide innovative cloud HR and payroll technology to more than 800 organisations across APAC. ELMO’s suite of HR and Payroll solutions can be used together, or stand alone and are configurable to your organisation’s processes and workflows. The ELMO solution allows organisations to manage their HR and payroll processes within one simple platform with a single dashboard and reporting suite.

 Job Description

As part of a rapidly growing SaaS sales team you will be an experienced B2B BDM with proven record of creating and maintaining relationships across a range of sectors, generating leads and achieving sales targets.

This is primarily a  phone based sales role with approximately 80% phone based sales and  20% face to face sales component.  You will have a strong ability to sell software solutions using the phone, webinars and Zoom meetings, leveraging face to face meetings where needed to secure deals.  You will have an activity driven approach to sales, zero call-reluctance, know how to prospect and be accountable for achieving your sales targets.  You are also well groomed with the ability to travel within your immediate location when required.  You will need to demonstrate impeccable written and verbal communication skills and a process driven approach to sales.

You will need to be an exceptional multi-tasker who is comfortable working across multiple deals at once and understand how to leverage Salesforce as a CRM to manage your pipeline, forecast accurately and drive your sales activity.

Key Responsibilities:

The core function of the Business Development Manager – Evolve includes but is not limited to:

  • Achieving your monthly, quarterly and annual revenue targets.
  • Achieving your sales activity goals and KPI’s.
  • Proactively hunting for new business opportunities and managing these deals through to a close.
  • Being responsive to all inbound Leads allocated to you and managing these deals through to a close. 
  • Maintaining documentation around lead generation, follow-up and execution of opportunities in Salesforce CRM.
  • Be prepared to have a flexible approach to pitch delivery modes (e.g. teledemo, meeting, screen share etc.) and be able to identify which mode is appropriate for each opportunity.
  • Able to prioritise opportunities to ensure the greatest time investment is spent following appropriate leads.
  • Look to maximise the contract value of all opportunities – successful upsell ability. 
  • Be able to articulate the ELMO offering, across all aspects.
  • Work closely with the Sales and Marketing team to support marketing initiatives as required.
  • Follow documented ELMO procedures.
  • Provide feedback gathered from prospects to be used to continually improve the ELMO solution, and the pricing and packaging for relevance to potential clients.
  • Strategically consult with key client stakeholders to gain an in-depth understanding of the organisational outcomes required by the client.

Key Results Area:

  • To source and secure new business to ensue optimal growth for ELMO solutions, in accordance with new business targets set.
  • Achieve targets through effective technical sales presentations and utilisation of Solutions Consultants and Sales Development Resources.
  • Prepares estimates and tenders in accordance with sales and pricing policy.
  • Attends all sales and marketing events within regions or as confirmed.
  • Manages and records all activity, forecast and pipeline in Salesforce.
  • Remain informed and up to date with regards to Industry related news, competition and market activity, product knowledge and continuously strive to develop own skills and knowledge to perform optimally.
  • Establish and maintain a high level of engagement, commitment and satisfaction with prospective clients and all internal stakeholders. Communicate and work with the other teams and divisions as necessary to resolve questions and inform the roadmap.

 Desired Skills and Experience

Positional Qualifications, Attributes and Skills:

  • Understanding of HR/Payroll or other Cloud-based software solutions.
  • Strong preference for sales experience within HCM & Payroll and Time/Attendance technology.
  • Excellent communication skills (both written and verbal) to suit a wide range of people and contexts.
  • Minimum 2-4 years’ experience in achieving targets in B2B business development.
  • Minimum 2 years’ experience in sales within the technology industry.

• Attends all sales and marketing events within regions or as confirmed

• Manages and records all activity, forecast and pipeline in Salesforce.

• Remain informed and up to date with regards to Industry related news, competition and market activity, product knowledge and continuously strive to develop own skills and knowledge to perform optimally.

• Establish and maintain a high level of engagement, commitment and satisfaction with prospective clients and all internal stakeholders. Communicate and work with the other teams and divisions as necessary to resolve questions and inform the roadmap. 

Positional Qualifications, Attributes and Skills:

• Understanding of HR/Payroll

• Strong sales experience with HCM & Payroll technology

• Excellent communication skills (both written and verbal) to suit a wide range of people and contexts

• Minimum 4 years’ experience in achieving targets in B2B business development

• Minimum 2 years’ experience in sales within the technology industry 

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