• Matthew Barwell

Business Development Manager DAS and Small Cells

Keid Consulting have been retained by our client Wireless Infrastructure Group to find high performing Business Development Managers to further grow their DAS and Small Cells division.

The successful candidate will be responsible for managing and developing venue and MNO relationships in order to grow the DAS & Small Cells pipeline of opportunities to ensure the successful growth of the Company’s DAS and Small Cells business.

Working with the Commercial Director and the DAS & Small Cells senior team, the Business Development Manager will hold full accountability for researching, targeting, lead generation, and prospect management in order to successfully contract with venue partners.

The post holder will be responsible for managing the sales and business development process from initial research through to negotiation and completion of contracts and will comprise (but not be limited to) the following activities:

• Desktop research to identify suitable venue targets / sectors for DAS & Small Cell networks; • Develop and execute appropriate lead generation strategies and marketing plans to turn targets into DAS & Small Cell prospects; • Use appropriate sales and business development methodologies to develop the sales funnel; • Develop relationships with MNO customers in order to target lead generation activities to venues that are of key interest to them; • Develop relationships with key channel partners (including but not limited to: M&E Consultants, Communications Consultants etc) to promote the DAS & Small Cells offering; • Create sales collateral (including but not limited to, presentations, proposals, case studies, flyers and whitepapers) to support the sales and business development process and give credibility to the DAS & Small Cells offering; • Identifying appropriate events to showcase the DAS & Small Cells offering and attending other relevant industry events to gain market intelligence and promote the DAS and Small Cells offering; • Update and issue the Weekly Pipeline report to provide team wide visibility on sales and business development progress; • Update and issue weekly reports to MNO Customer(s) on progress with targeted acquisitions; • Work alongside the operations team to ensure that all supporting venue documentation is provided to support the survey and design process and facilitate introductions between the venue team and the DAS & Small Cells operations team; • Act as commercial lead on projects pre-launch and provide a professional handover from business development stream to operations stream; • Attend on an ad hoc basis key meetings with the DAS & Small Cells operations team and supply chain as required in order to support the design and commercialisation process.

Skills & Experience The ideal candidate will have the following skills and experiences: • Track record of successfully creating, growing and managing a pipeline of DAS & Small Cell opportunities in a multi-operator/multi-technology environment; • Self-starter and ability to work on own without guidance; • Proactive sales driven background and knowledge of relevant sales and business development methodologies; • Able to penetrate new accounts through a variety of means; • Strong focus on ‘closing the deal’ and ability to overcome objections and obstacles throughout the sales and business development process; • Ability to cultivate strong and long term relationships with venues and MNO customers in order to grow the DAS & Small Cells pipeline; • Exceptionally high degree of focus, accuracy and attention to detail; • Commercially aware with a passion for entrepreneurial business growth; • Process and task driven but willing to get into the trenches and own workload; • Team player with outstanding communications and leadership skills; • Demonstrable commercial judgement in determining how to ‘win the sale’; • Strong inter-personal skills that allow relationships to be created quickly; • Comfortable with being challenged by fellow team members and willing to challenge team members in return; • Willingness to go the extra mile without being asked; • Success driven with lots of energy.

Qualifications The following qualifications would be beneficial in this role: • Extensive business development experience in the wireless sector with recent experience in the DAS and Small Cells space – minimum of 5 years of recent and directly relevant experience; • Knowledge of successfully engaging venues and with MNO Customers at a commercial level; • Preferably degree qualified in an appropriate subject; • Good knowledge of wireless network solutions, technologies, deployment approaches, venue benefits and the impact on customer experience; • Ability to produce high quality sales collateral; • Excellent oral and written communication and presentational skills; • Highly proficient with the Microsoft Office suite of software; • Valid driver’s license.

Sector Experience To succeed in this position it is anticipated that applicants will have a background in and experience of the wireless sector as described in qualifications above. We are looking for strong sales professionals who are target driven and come from the following sectors: • In-building communications • In-building systems integrators • In-building mobile service providers • IT Systems Integrators • Third party cellular installation and commissioning service providers • WiFi service providers • M&E consultancies

This is an excellent opportunity to play an integral part in the business growth plans and develop your own career at the same time.

If you are keen on joining a very well structured, fast growing business that is a market leader market leader and feel you match the above skills and experiences then please send in your cv with a covering email as to salary expectations and notice period and we will endeavor to get back to you right way.

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Matthew Barwell