Business Development Representative

Potentiam company background

(The Employer)

Potentiam is a global provider of highly qualified professionals to European SMEs from our offices in Romania, South Africa and India.

Potentiam works with clients in finance, energy, leisure, marketing, business services and technology industries, providing technical, professional multilingual highly motivated staff, most of whom have had experience of working for international companies. Staff cover a wide range of roles from

accounting, marketing, data management, HR, sales/account management, engineering, technology, and operations.

Potentiam manages our staff's career development and personal development training, all infrastructure, HR and payroll with our clients directly managing day-to-day staff responsibilities and role training and development.

Our client

For 25 years, they pioneered modern ERP, EPM, BI & Analytics, and cloud IT solutions. Today, they are equity backed by FPE Capital and is recognised as the #1 SAP ERP partner in the UK and EMEA North as well as Platinum CCH Tagetik partner and Gold Microsoft partner. They offer award-winning Cloud business technology consulting and delivery of: SAP Business ByDesign, Business One & S/4HANA Cloud ERP and SAP Analytics Cloud Planning, Consolidation and Predictive Analytics; CCH Tagetik Finance Transformation Platform EPM; SAP BusinessObjects & Crystal Reports Server and Microsoft Power BI data transformation and business analytics and Microsoft Cloud IT solutions to growing SME, midmarket and large enterprises.

Purpose of the role

A Business Development Representative plays a crucial role in driving the growth of a company by proactively generating high-quality meetings and nurturing valuable business relationships. For a proactive and driven individual with a talent for creating opportunities.

Duties and Responsibilities

• Convert Marketing Qualified Leads (MQLs) to Sales Qualified Leads (SQLs): Collaborate closely with the Marketing Team to receive MQLs and effectively nurture them through personalized outreach, tailored messaging, and strategic follow-ups to schedule meetings with Business Development Managers.
• Generate Own SQLs: Proactively identify and pursue opportunities to generate SQLs independently through networking, industry events, targeted outreach, and cultivating relationships with strategic referral partners.
• Qualify Leads: Conduct thorough research and analysis to qualify leads based on predefined criteria, ensuring that scheduled meetings align with our target audience and business objectives.
• Maintain CRM Integrity: Ensure accurate and up-to-date information on all leads, interactions, and meetings within our customer.
• Relationship Management (CRM) system, providing valuable insights to inform future strategies.
• Collaborate with Business Development Team: Work closely with Business Development Managers to understand their priorities, target markets, and value propositions, aligning meeting generation efforts to support overarching sales goals.
• Continuous Improvement: Regularly analyze meeting generation metrics, identify areas for optimisation and improvement, and implement innovative strategies to enhance lead conversion rates and meeting quality.
• BDM Assistance: Support the Business Development Managers with preparation and other administration of pricing, proposal authoring and amendments.
• Monthly Sales Reporting – Once a month to present the previous month's performance, successes and plans for improvement to the Sales Team and Commercial Director.

Required Experience & Skills

• Minimum of 3-5 years of experience in a similar role, with a track record of successfully generating high-quality meetings and driving sales pipeline growth.
• Familiarity with the Microsoft stack of products, ideally within a Cloud and Managed Services environment as their solutions are mainly based around Microsoft products
• Understanding of the business software and IT infrastructure marketplace would be beneficial, and an IT Software sales background
• Strong Communication Skills: Exceptional verbal and written communication skills, with the ability to craft compelling messages and effectively engage with prospects across various channels.
• Strategic Thinker: Ability to think strategically and identify opportunities for lead generation, leveraging market insights and industry trends to inform decision-making.
• Relationship Building: Strong interpersonal skills with a demonstrated ability to build and nurture relationships with internal stakeholders, external partners, and prospects.
• Results-Driven: Highly motivated and results-oriented, with a relentless drive to achieve targets and exceed expectations in a fast-paced environment.
• Tech-Savvy: Proficiency in CRM systems (e.g., Salesforce, HubSpot) and other sales and marketing tools to manage leads, track activities, and measure performance effectively.
• Adaptability: Flexibility to adapt to changing priorities and navigate ambiguity, with a proactive approach to problem-solving and a willingness to embrace new challenges.

DISCLAIMER

The personal information you provide in connection with the submission of your job application or otherwise as part of a recruitment process is used and stored for use only in the execution of a recruitment process and in connection with a possible recruitment.

Our contact person for questions regarding processing of personal data in connection with HR activities is Chantal Endemann, who can be contacted on email at The disclosure of your personal information to any third parties is in accordance with written agreements with the parties concerned that comply with the applicable rules, including confidentiality requirements and deletion of information after the recruitment process ends as per our data storage policy.