Business Development Manager

Business Development Manager

Territory & Account Management

• Create territory/account plans including opportunity development, competitive strategies and targets for the region/assigned accounts.
• Build strong business relationships and formulate account relationship plans within the assigned accounts/ territory. Identify & respond to key account technical and departmental decision makers’ needs and maintain customer contact records in the relevant CRM tools.
• Maintain a network of key opinion leaders within the assigned territory.
• Track and communicate market trends to/from the field including competitor data and develop effective counterstrategies.
• Build strong relationship in assigned accounts and explore/build up-sell strategy.

Understanding of market & related expertise

• Work collaboratively with marketing function to plan and execute on growth programs
• Maintain up to date detailed knowledge of solution/services. Be able to present and discuss the value proposition and benefits which are relevant to customers.
• Maintain up to date market and competitor knowledge related to their product/solutions/services.
• Develop their understanding of customer changing service needs & operational issues & challenges.
• Feedback on viable product/service configurations which meet customer needs effectively,
• Differentiate assigned product/service offerings during the various stages of the sales process, effectively using
•  resources and approved marketing and promotion materials to actively support the customer through their decision-making process towards a successful outcome for the company.
• Represent the company at relevant technology conferences and exhibitions/events to promote solution/services and company

Commercial Rigor & Opportunity Management

• Identify and create new opportunities and work with sales / service leaders and account teams (where applicable) to continuously increase prospect and opportunity funnel.
• Support and manage tender/bid processes including the needs qualification, vendor selection, quotation and closure of their product/solution/service opportunities to meet sales and margin targets as well as to maximize customer satisfaction in the assigned territory.
• Create and maintain opportunities in the applicable sales CRM tools.
• Ownership of opportunities and configuration quality at the point of entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs including service contract offerings.
• Coaching and maintaining commercial rigor for self and team through the adoption and use of CRM tool and aligning to the associated commercial metrics.

Desired Qualification & Experience:

• Bachelor's Degree / Master’s Degree in Finance / Computer Science / Information Technology / Business Administration, with minimum 10 years of technology-related sales