Business Development Manager / Account Manager

Minden Systems

Reports to: Sales & Marketing Manager

Role Purpose

Develop new business and manage existing customer relationships through proactive calls, customer visits and timely follow-up. Secure servicing contracts for new and existing installations. Hand qualified technical projects to Technical Sales, supporting deal progression through to closure if needed, and maintaining ongoing customer contact, including after installation.

Key Outcomes

Build and manage a strong pipeline of qualified opportunities to support sustained new business growth. Grow sales from existing customers through retention, repeat business, account development and servicing contracts.

Key Responsibilities

New Business Development

• Find and engage prospective customers through proactive calls, referrals and planned visits. Build relationships with suppliers, partners and industry bodies to support new business growth.
• Follow up marketing-generated leads promptly, understand their requirements and assess their potential for Minden.
• Maintain a structured prospecting and follow-up plan, securing qualified appointments and technical discussions.

Account Management

• Maintain regular contact with existing customers to understand their operations, check satisfaction and recognise current and future requirements.
• Maintain customer relationships through regular calls and visits, including after installation. Identify further sales opportunities, involving Technical Sales where needed.
• Secure servicing contracts for new installations, coordinating with Technical Sales where needed.
• Proactively contact customers with existing installations to secure servicing contracts, follow up quotations and renew agreements.

Deal Management

• Establish customer needs, key contacts, decision-makers, likely timescales and an initial understanding of budget or funding.
• Arrange a discussion or site survey and hand over a documented brief to Technical Sales.
• Work with Technical Sales to close deals where needed, providing customer background and completing agreed follow-up activities.
• CRM, Planning and Performance
• Keep HubSpot customer records, prospecting activity, deals, servicing contract details and follow-up tasks up to date.
• Plan telephone activity and customer visits around agreed priorities, including servicing prospects and contract renewals.
• Work towards agreed prospecting, appointment, account growth, servicing sales and overall sales contribution targets.
• Marketing Collaboration and Market Insight
• Work with marketing to support targeted campaigns, lead follow-up and customer engagement, including servicing campaigns.
• Share customer feedback, competitor activity and market insight to help refine Minden’s messaging and commercial approach.
• Identify relevant blog subjects, potential case studies, customer referrals and testimonials and support marketing to complete.
• Support exhibitions, events and other business development activity, following up contacts and opportunities generated.

Proposed Performance Measures

• Proactive prospecting activity and qualified appointments generated.
• Marketing lead response times and conversion into qualified opportunities.
• Existing customer engagement, retention and account growth.
• Servicing contracts secured for new and existing installations, servicing revenue and renewal rates.
• Sales contribution from generated opportunities, supported by complete CRM records and timely follow-up.
• Specific targets will be agreed with the Sales & Marketing Manager.

Key Role Requirements

Essential

• Experience in B2B business development, sales or account management.
• Confidence in proactive telephone prospecting and following up new business leads.
• Ability to build customer relationships through telephone contact and face-to-face meetings.
• Ability to identify commercial opportunities, qualify customer requirements and arrange clear handovers.
• Ability to explain service offers, follow up quotations and secure customer agreements.
• Strong communication and questioning skills, with a professional and customer-focused approach.
• Good organisation and time management, with consistent planning and follow-through.
• Experience using CRM systems to record activity, manage opportunities and maintain accurate customer information.
• Ability to work towards agreed targets and collaborate effectively with technical, marketing and Operations colleagues.
• Full UK driving licence

Desirable

• Experience in dust extraction, engineering, manufacturing or related industrial markets.
• Experience generating opportunities for technical products or project-based solutions.
• Experience selling servicing or maintenance contracts and managing renewals.
• Familiarity with HubSpot.
• Experience developing existing accounts through upgrades, additional products or service opportunities.
• Experience supporting exhibitions, targeted campaigns or customer case studies