Business Development Director (Commercial)

Business Development Director (Commercial)
Edinburgh / Hybrid

What it’s like to work for Millar & Bryce

We're a friendly, dynamic and supportive team. We encourage passion, ambition and collaboration, both in our performance as a team and individually. New ideas are encouraged. We actively promote involvement in the development and direction of our products and services, as well as finding more efficient ways to work. We also love a good work, social and team building event. As well as this we offer:
•    Competitive Salary
•    Generous Holiday Allowance: 25 days' holiday plus bank holidays, with the option of adding up to 5 additional unpaid leave days per year
•    Annual Lifestyle Allowance: £300 to spend on an activity of your choice
•    Pension Scheme: Matched up to 6% for the first 3 years, and up to 10% thereafter
•    Private Health Insurance: Provided by Vitality
•    Group Income Protection Scheme
•    Charitable Fundraising: Matched funding for your efforts
•    Cycle to Work and Gym Flex Schemes
•    Internal Coaching and Mentoring: Available throughout your time with us
•    Training and Career Progression: A strong focus on your development
•    Family-Friendly Policies

The Opportunity 

As the Business Development Director (BDD) at Millar & Bryce (M&B), your role is to expand our current client base and acquire new customers by offering tailored solutions and services. Specifically, your responsibilities include:

•    Manage the sales process from prospect identification to close
•    Support customers for the first three months from close, ensuring that they receive excellent standard of service/experience, passing relationship over to Operations team
•    Conduct market research to identify and quantify opportunities
•    Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects
•    Maintain an excellent knowledge of the full suite of M&B products and services for the Scottish Commercial market as well as Landmark Information Group (LIG) products and services which may be relevant for the market:
- Identifying and closing new customer’s business 
- Securing business from segments/teams inside existing customers not working with us
- Identifying and securing new opportunities for the Land Referencing team
- Introducing relevant LIG products to existing and new customers 
•    Draft and deliver proposals
•    Work with operational and technical specialists, customer success and product specialists to address customer requirements – in particular highlight where LIG product solutions may require adaptation for the Scottish market and legal process
•    Develop and maintain segment plans which outlines how sales targets will be met on an ongoing basis
•    Develop and maintain plans for major opportunities including strategic motivators, main stakeholder, buying process and forecasted sales
•    Log detailed notes in SalesForce on prospect interactions as well as managing opportunity progression through stages in the pipeline to enable expected forward revenues to be identified and tracked through to closure 
•    Work with local Marketing to plan and execute lead generation campaigns
•    Provide feedback on market trends, competitive threats and opportunities to deliver greater value to customers by extending M&B and LIG’s product and service offerings
•    Represent M&B and LIG, conducting all sales activities with the highest degree of professionalism and integrity  

About You

You will have strong field sales or account management experience, preferably within the B2B sectors, with the ability to network and build excellent rapport with varied customers and colleagues. Experience of working within the law-firm / conveyancing market would be a strong advantage for this role.

You will also have/be:

•    Versatile and confident to communicate effectively from Partner level to Trainee/Paralegal/Administration/IT level
•    Excellent written skills
•    The ability to network and build excellent rapport with varied customers and colleagues
•    A thorough understanding of professional account selling
•    The ability to construct and deliver persuasive presentations
•    Comfortable working from home, using core Microsoft Office applications and other industry relevant programs (ie. SalesForce)
•    The ability to analyse and interpret Excel spreadsheets, use of Word Processing, PowerPoint applications.
•    Knowledge of the internet and the supply of online information
•    The ability to work from office, home and whilst away
•    Happy to undertake some travel nationally (Scotland and wider UK to Landmark sites) including overnight stays when needed

About Us
Established in 1875 and based in Edinburgh, Millar & Bryce provides title information, conveyancing searches and land reference services across the UK and Ireland. Millar & Bryce also has an extensive Company Search facility, providing detailed company information to support land transactions, company acquisitions and corporate decision making.
 
Millar & Bryce forms part of Landmark Information Group, a portfolio of leading property-related data and technology businesses at the forefront of innovation and thought leadership. It delivers award-winning solutions to estate agency, conveyancing, surveying, lender valuations, environmental consultancy, and Governments.  Landmark Scotland, a new initiative started in 2021, aims to adapt other Landmark solutions for use in Scotland and is managed by the Millar & Bryce management team.

We are proud to be an equal opportunities employer.  We celebrate diversity and are committed to creating an inclusive environment for all employees.