Senior Business Development Manager - London area

Risco Group · London, UK

Base: Not disclosed
OTE: Not disclosed
Posted: 18d ago

Still open · checked 1h agoon Risco Group's careers page

Apply on Risco Group →

The job

What you'd do: Find and win new customers across the UK for a security equipment company, then hand them to account managers once they've signed up. You'll find most of your own leads and travel widely around the country.
Who you'd sell to: Security installers, integrators and commercial partners · Electronic securityIn their words: “Develop business opportunities with installers, integrators, commercial partners and other key participants within the UK security market.”
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Pipeline: Mostly self-sourced. Great if you like outbound, rough if you don't.
Time on market: Open 18 days.
Company hiring: 2 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Risco Group? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Senior Business Development Manager is responsible for driving RISCO’s growth across the UK market through the acquisition of new customers, development of strategic opportunities, and expansion of market presence. This is a highly field-oriented hunter role focused on acquiring new customers, developing strategic partnerships, proactively creating new business opportunities, expanding market presence and increasing market share. The successful candidate will own the full new business cycle, from prospecting and opportunity creation through commercial negotiation and deal closure, with a primary focus on winning new business rather than managing existing customer accounts. Following successful onboarding, customer ownership is transferred to the relevant Account Manager to ensure long-term customer development and retention. Key Responsibilities: Business Development & Market Expansion - Identify, develop, and secure new business opportunities across the UK market across the assigned territory. - Generate qualified opportunities through proactive prospecting, networking, referrals, and direct customer engagement. - Identify new verticals, market segments, and routes to market that support business growth. - Increase RISCO’s market presence and market share through the acquisition of new customers and strategic business opportunities. - Develop relationships with prospective customers, strategic partners, and key industry stakeholders. Sales Execution - Manage the complete sales cycle from prospecting and opportunity creation through contract negotiation and closure. - Conduct customer meetings, commercial presentations, product demonstrations, and solution discussions. - Prepare and present proposals, quotations, and commercial offers. - Lead commercial negotiations and secure profitable business agreements. - Achieve agreed sales and new business growth targets. Strategic Relationship Building - Establish relationships with decision-makers, influencers and key stakeholders. - Represent the company at industry events, trade shows, exhibitions and networking forums. - Develop business opportunities with installers, integrators, commercial partners and other key participants within the UK security market. CRM Documentation, Reporting & Internal Collaboration - Ensure full and accurate documentation of all activities in the CRM system (meetings, opportunities, quotations, forecasts, follow-ups, etc.). - Maintain updated sales pipeline and forecasting data. - Provide regular performance, customer insights, account updates, market feedback, competitive insights and activity reports to management. - Work closely with Sales Engineers to deliver effective technical solutions during the sales process. - Collaborate with Marketing to maximize lead generation and campaign effectiveness. - Ensure seamless customer handover to Account Management following onboarding Requirements - Minimum 5 years of successful new business sales experience within UK electronic industry, with a strong network and deep market knowledge – mandatory. - Proven track record of consistently achieving and exceeding new business sales targets. - Experience managing the full sales cycle from prospecting through negotiation and deal closure. - Strong commercial, negotiation, presentation, and relationship-building skills. - Technical understanding of electronic security solutions – advantage. - Highly self-motivated, proactive, and results-driven, with a strong hunter mentality. - Valid UK driving license and willingness to travel extensively across the UK. - Fluent English – mandatory.

Apply →