Senior Business Development Manager, WA

As a Senior Business Development Manager at Prospa, your main responsibilities will include identifying and partnering with key broker referrers, implementing strategic plans to drive business referrals, and building strong partnerships within your defined territory. You'll also be expected to engage in presenting the business value proposition, managing your sales pipeline, and collaborating closely with the National Sales Manager to achieve territory sales volumes and KPIs.

To qualify for the Senior Business Development Manager role at Prospa, you should have at least 5 years of experience in a channel sales role, proven capabilities in managing key accounts, and an understanding of the finance broker market. Excellent relationship-building skills, strong business acumen, and the ability to train and engage partners are also essential qualifications for success in this position.

Prospa is committed to the professional development of its employees, including Senior Business Development Managers. We provide various growth opportunities such as learning days, leadership programs, and digital learning courses to help you further your skills and career, ensuring you are equipped to thrive in your role.

Working at Prospa as a Senior Business Development Manager comes with numerous benefits, including flexible working options, a focus on wellbeing through fitness initiatives and wellness classes, a range of leave options, and opportunities for community engagement. We prioritize creating an environment where our team can feel fulfilled both personally and professionally.

At Prospa, you can expect a collaborative, inclusive environment that values diversity and promotes teamwork. Recognized as a Great Place to Work, we encourage creativity and engagement, celebrating the unique strengths that each individual brings to the table. Our culture is designed to foster success and wellbeing within a supportive community.

When answering this question, provide specific examples of your previous roles and responsibilities within channel sales, emphasizing how your contributions led to meeting or exceeding sales targets. Mention any strategies you employed to build partnerships and manage accounts effectively.

Share your relationship-building methodology, focusing on communication strategies, trust-building activities, and follow-up measures. Highlight any past experiences where you successfully cultivated partnerships that led to mutual growth.

Discuss various training and motivational strategies that you have applied in the past, such as workshops, regular communication, and performance incentives. Provide examples of how these strategies resulted in increased partner engagement or referrals.

Explain your approach to overcoming objections by listening actively, addressing concerns with factual information, and articulating Prospa’s value proposition clearly. Include any personal success stories of converting skeptics into supportive partners.

Describe the main factors that influence small business owners’ decisions, such as cash flow management, access to funding, and operational efficiency. Discuss how your understanding of these motivators helps you tailor your offerings to meet their needs.

Share a specific example of a successful partnership you've managed, detailing your role in establishing the relationship and how it benefited both parties. Highlight skills such as negotiation, communication, and tailored strategies that made the partnership thrive.

Discuss your methods for prioritizing leads in your sales pipeline based on factors such as potential yield, urgency, and alignment with business goals. Provide examples of how this prioritization has led to successful outcomes.

Explain the tools and software you use for tracking and analyzing sales performance, such as CRM systems. Emphasize your proficiency in leveraging these tools to ensure accuracy in reporting and enhance strategic decision-making.

Share your approaches to staying informed about the industry, such as attending seminars, subscribing to finance and business newsletters, or networking within professional associations. Highlight how this knowledge impacts your sales strategies.

Express your passion for the role by discussing how building connections and driving growth motivate you. Provide examples of how you have taken initiative or gone above and beyond to achieve results, reinforcing your enthusiasm for business development.