NSW Corporate Business Development Manager
Veolia
Total years of experience :32 years, 8 months
- Create and develop business opportunities with new and existing clients
- Ensure that the delivery of services is happening efficiently and in a timely manner
- Conduct site visits to survey the business needs for our services and suggest the optimum solution for their business.
- Maintain a portfolio of exiting clients and try to achieve maximum organic growth
- Create, develop and manage relationships with medium to large civil contracting employers across NSW
- Promote and sell the benefits of training courses and grow the business.
- Conduct presentation to civil contractors to highlight the benefits of the civil training courses and encourage them to register to train their leading hands and supervisor to increase their skills levels.
- Maintain and grow an extensive portfolio of Sydney real estate agents
- Prospect and acquire new real estate clients
- Achieve the State’s sales quota
- Mentor and train sales reps
- Recruit, hire, and on board new salespeople
- Create sales forecasts
- Analyze sales performance data and report to State Manager
- Design and implement sales strategy
Manage all aspects of quality, business development, marketing and communications of the training centre
- Provide leadership in the implementation process improvements and the evaluation of training, to mentor and develop all training staff to ensure targets are met.
- Oversee the all training programmes delivery and compliance
- Manage the work of the staff who will deliver programs, timetabling and scheduling of classes and trainers.
- Conduct training sessions in management, leadership and business skills
- Spearhead corporate relationship management effort to gain more business
- Day to day management and operations of RTO
To develop, implement, co-ordinate and monitor sales and business development, building strong and positive business relationships with all clients within assigned geographic regions to achieve business growth and enhanced Brand awareness to agreed international income and strategy targets. To deputise for the designated Regional Manager within the Middle East as required from time to time.
Duties included:
- Sales Management
- Quality assurance
- Qualifications and accreditation programmes management
- Sales Channel Management
- Influencing future strategy and tactics
- Manage customer expectations
- Attend events, exhibitions, conferences
Achievements:
I have taken over a role where the previous person almost ignored regional partners. I set out to develop my regional network consisting of training centres, government departments, corporate organisations and other potential partners around the GCC and North Africa. This resulted in meeting the target for last year and be well on my way to exceed it this year.
I developed particular expertise in the accreditation process and acted as a consultant for companies and training centres on City & Guilds and ILM qualifications and the mapping process of training programmes on our qualifications, accreditations, and programme endorsements
I have also developed high level quality assurance expertise as part of approval of centres to offer our qualifications and helped potential customers raise the level of their internal quality assurance to meet our stringent quality requirements.
Streamlined the sales process to maximize time utilization and devised a ‘sales management’ follow up system to keep track on enquiries and offer the best service and support to potential client and assist them in becoming approved ILM and City & Guilds centres.
Lecturing in (Two years full-time and one year part-time):
• Marketing Management
• Human Resources Management
• Hospitality Management
• Organisational Behaviour
Lecturing in:
• Consumer Behaviour
• Project Management
• International Business Management
- Achieved the highest number of submitted new deals worth over 20 Million GBP in less than nine months, which was double my yearly target.
Gained the distinction as the first Business Development Manager to achieve his yearly target in nine months- winning the highest number and value of new business for the Bank in that segment
• Established and maintained an international business referral network of 18 intermediaries, mainly from the Middle East, UK and Europe- This network helped access markets the bank could not reach through its branch network
• Capitalised on cross-selling opportunities for both LTSB international investment accounts, Private Bank, and insurance and referred them to the right professional in the Bank. Thus rebuilding trust between internal sources of business and assisted me in increasing my sales by more than 10%.
• Conduct training sessions to branch staff to develop their selling skills; improve their knowledge about the basics of business lending and how to pre-qualify clients before referring them on to me to assess their applications- This helped improve the quality of referrals coming from branches and resulted in a 100% increase in IMS business volume from the branch network
• Managed a portfolio of approximately 300 high net worth clients
• Regularly contact clients in the portfolio and sell them various bank products which are suitable for the client’s need and cross-sell where appropriate
• Identify portfolio business opportunities, acquire new prospects and establish and solidify relationships to gain business, increase the rate of conversions and cross sales
• Provide complete financial solutions to clients utilising the bank’s products
• Regularly review clients’ portfolio and identify understand their current and long term needs and possible opportunities to present new products and services to them to maximise growth of the portfolio.
• Put together lending proposals, underwrite them and present them to senior credit manager if above credit approval limit
• Ensure compliance with the relevant standards and Regulatory obligations
I spearheaded the company’s sales efforts to penetrate the vibrant SME market in the UAE, to adopt online tendering with the Dubai government, to use the Tejari tendering platform to bid for business online. The challenges were humongous. B2B e-commerce was still considered a fad and I had to overcome doubting and cynical business community attitudes, particularly regarding concerns about bid secrecy and the viability of such a system and the fact they have to pay for the service. In my first year, I collected $395, 000 worth of subscriptions from 300 comanies, surpassing my yearly target by $5, 000.
• Despite the mountainous challenges and expensive premiums to join the online service, I jumpstarted the business by concentrating on the benefits the business would get and providing them with constant support if required. I earned the trust of customers and as a result, in the first three months, I was able to woo 10 large companies already dealing with Dubai government. for $75, 000 in new subscriptions to the platform
• Represented the company in two regional exhibitions and signed five new companies in the last one for a total of $20, 000.
I was acknowledged to be one of the top performers with extensive experience in retail and mortgage banking and in my last year I achieved 110% of my $24 Million target in new loans. In the many years I spent in the bank I had built a solid referrer network consisting of around 40 real estate agents, accountants, lawyers and mortgage brokers.
• Consistently generated a steady stream well qualified pipeline of deals from my referral network, branch and personal contacts of $2-3 Million every month
• Consistently went above-and beyond clients’ expectations by often agreeing to see them at their home after hours to secure the business
• Constantly beat the competition by obtaining competitive rates and conditions for clients to win the business
