Business Development Manager - CCTV
- Recruiter
- Johnson Controls
- Location
-
Solihull
West Midlands RegionUnited Kingdom
- Salary
- Competitive
- Posted
- 04 Dec 2022
- Closes
- 14 Dec 2022
- Job Title
- Business Partner
- Category
- Marketing / Business Development
- Contract Type
- Permanent
- Hours
- Full Time
Job Details
What you will do
The Market Development Manager – Video Solutions navigates all sales teams, verticals and markets working with our sales talent to generate sales opportunities and the cultivation of pipeline growth through demand generation activities. Extensive retail relationships are required in order to elevate and position the Sensormatic Solutions brand effectively with Tier 1 and 2 retailers. Effectively and strategically network the target organization and increasing critical contact relationships to build and maintain an attitude of vigilance for opportunities as well as developing relationships with local advisors and partners for these opportunities. This role will Identify and escalate market trends to appropriate clients and Sensormatic Solutions leaders.
How you will do it
You will be expert in demand generation activities that are relevant to this market segment and will play a lead role in devising strategies to promote Sensormatic Solutions in these forums with tangible business results.
You will be a key face of the Sensormatic Solutions relationship to the clients you engage with, covering many layers within the organization and be able to develop relationships at Executive level, both on the Retail Technology and Business sides of the account.
As a major contributor and member of the sub–regional executive team you will be expected to represent your projects and accounts in the Monthly reviews that take place where there is a high level of accuracy expected in forecasting across the account activity.
Impacts customer business strategy and sells solutions across the company solution portfolio. Establishes and articulates innovations and growth opportunities for customers and the company. Ensures client satisfaction and broadening of offerings with potential new customers.
Leads the strategic direction of the account by establishing and articulating client satisfaction goals in relation to client expectations. Serves as an advisor to develop vision, innovation, and industry expertise. Establishes relationships proactively and grows customer intimacy. Communicates with cross–functional groups and builds strategic relationships with client teams.
Provides significant industry expertise and client business acumen. Sells higher level services (digital, insights, XaaS, ARR) to the customer, enabling competitive advantage for them in the marketplace. Provides thought leadership and capitalizes on cumulative industry, product, and company–specific experiences. Captures best practices and advises and facilitates the management and movement of information.
Understand and discuss the overall sub–Region Go–To–Market plan with each of the relevant Account Managers and Directors to agree on potential major opportunities to be chased in each focus area (territory, sector, etc.).
Qualify major opportunities to be further pursued, drive consistency between Sales strategy (value messages, relationship approach, and competitive differentiation) and content work managed by the Strategic Sales Support team (solution design, pricing and costing, delivery of proposal, planned project management).
Take an active role in the opportunity, along the collaborative selling Sales process, supporting, mentoring, and training the account representative or business development manager to ensure a more strategic, solution and insight–based sales methodology is employed. Through sales leadership in practice, you will help increase both the sales conversion rate as well as the strategic relationship with the customer ensuring long term relationships are formed based on business insights and solving real world problems for customers.
Guide and direct (sometimes as leader, sometimes as coach/mentor) communications and relationships on each deal.
Build and maintain an external network and client relationships.
Working with local marketing and lead generation team to both create campaigns and suggest allocation of available budget to critical events with a high return on investment.
Meet and exceed annual contract value targets.
Compliance with the Sensormatic Solutions sales methodology.
Work as part of a team to negotiate new deals, extensions and ad–hoc service aspects.
What we look for
Required
Strong commercial awareness
Proven experience of working in similar role in a retail solutions, professional services or consulting environment
Strong relationship building and influencing skills
Strong interpersonal, written and oral communication skills.
Driven and able to work under pressure
Strong sales/ account development background with the ability to achieve (or overachieve) large sales target
Capable of developing senior executive relationships
Proven experience of working closely within a large integrated account
Strong expertise in the Retail Industry
Preferred
Extensive understanding of the Retail Industry and its leading brands
Succeeds at the 'Art of what's Possible' in creating and defining solutions to complex retailer business problems
Business/financial management expertise
Ability to act as a Strategic Partner, Trusted Advisor
Bachelor's degree or equivalent combination of education and experience
MBA is preferred
Significant knowledge of the Retail Industry at large as well as the critical players in all facets of the market
Significant experience in industry and/or client relationship
Ability to work with cross functional teams in order to achieve customer objectives
Benefits
Competitive salary
Up to 25% bonus
Car or Car allowance
25 days holidays
7% Pension
What you will do
The Market Development Manager – Video Solutions navigates all sales teams, verticals and markets working with our sales talent to generate sales opportunities and the cultivation of pipeline growth through demand generation activities. Extensive retail relationships are required in order to elevate and position the Sensormatic Solutions brand effectively with Tier 1 and 2 retailers. Effectively and strategically network the target organization and increasing critical contact relationships to build and maintain an attitude of vigilance for opportunities as well as developing relationships with local advisors and partners for these opportunities. This role will Identify and escalate market trends to appropriate clients and Sensormatic Solutions leaders.
How you will do it
You will be expert in demand generation activities that are relevant to this market segment and will play a lead role in devising strategies to promote Sensormatic Solutions in these forums with tangible business results.
You will be a key face of the Sensormatic Solutions relationship to the clients you engage with, covering many layers within the organization and be able to develop relationships at Executive level, both on the Retail Technology and Business sides of the account.
As a major contributor and member of the sub–regional executive team you will be expected to represent your projects and accounts in the Monthly reviews that take place where there is a high level of accuracy expected in forecasting across the account activity.
Impacts customer business strategy and sells solutions across the company solution portfolio. Establishes and articulates innovations and growth opportunities for customers and the company. Ensures client satisfaction and broadening of offerings with potential new customers.
Leads the strategic direction of the account by establishing and articulating client satisfaction goals in relation to client expectations. Serves as an advisor to develop vision, innovation, and industry expertise. Establishes relationships proactively and grows customer intimacy. Communicates with cross–functional groups and builds strategic relationships with client teams.
Provides significant industry expertise and client business acumen. Sells higher level services (digital, insights, XaaS, ARR) to the customer, enabling competitive advantage for them in the marketplace. Provides thought leadership and capitalizes on cumulative industry, product, and company–specific experiences. Captures best practices and advises and facilitates the management and movement of information.
Understand and discuss the overall sub–Region Go–To–Market plan with each of the relevant Account Managers and Directors to agree on potential major opportunities to be chased in each focus area (territory, sector, etc.).
Qualify major opportunities to be further pursued, drive consistency between Sales strategy (value messages, relationship approach, and competitive differentiation) and content work managed by the Strategic Sales Support team (solution design, pricing and costing, delivery of proposal, planned project management).
Take an active role in the opportunity, along the collaborative selling Sales process, supporting, mentoring, and training the account representative or business development manager to ensure a more strategic, solution and insight–based sales methodology is employed. Through sales leadership in practice, you will help increase both the sales conversion rate as well as the strategic relationship with the customer ensuring long term relationships are formed based on business insights and solving real world problems for customers.
Guide and direct (sometimes as leader, sometimes as coach/mentor) communications and relationships on each deal.
Build and maintain an external network and client relationships.
Working with local marketing and lead generation team to both create campaigns and suggest allocation of available budget to critical events with a high return on investment.
Meet and exceed annual contract value targets.
Compliance with the Sensormatic Solutions sales methodology.
Work as part of a team to negotiate new deals, extensions and ad–hoc service aspects.
What we look for
Required
Strong commercial awareness
Proven experience of working in similar role in a retail solutions, professional services or consulting environment
Strong relationship building and influencing skills
Strong interpersonal, written and oral communication skills.
Driven and able to work under pressure
Strong sales/ account development background with the ability to achieve (or overachieve) large sales target
Capable of developing senior executive relationships
Proven experience of working closely within a large integrated account
Strong expertise in the Retail Industry
Preferred
Extensive understanding of the Retail Industry and its leading brands
Succeeds at the 'Art of what's Possible' in creating and defining solutions to complex retailer business problems
Business/financial management expertise
Ability to act as a Strategic Partner, Trusted Advisor
Bachelor's degree or equivalent combination of education and experience
MBA is preferred
Significant knowledge of the Retail Industry at large as well as the critical players in all facets of the market
Significant experience in industry and/or client relationship
Ability to work with cross functional teams in order to achieve customer objectives
Benefits
Competitive salary
Up to 25% bonus
Car or Car allowance
25 days holidays
7% Pension