The posting
The Business Development Manager will enable our Partners’ field teams to become proficient in promoting and selling Company Solutions. This individual will arrange and sponsor customer events, prospect meetings, connect selling resources, strategic territory planning, target account identification, and travel as appropriate to build and maintain strong partner relationships.
Responsibilities
Enable the Company field organization so that they are fully aware of their increased sales capabilities when working with our technology partners.
Engage and develop our technology partners so that they are aware of Company's ability to expand their market.
Create enablement programs for common Business Partners (Cloud, GSI, MSP, Resellers) so that they are a viable channel for the combined Company/Technology-Partner solutions.
Become an integral resource for our sales communities by;
o Documenting/creating detailed go-to-market plans working with our partners.
◦ Producing field content working with Business Development Managers and Product Marketing teams.
◦ Attending/taking part in regional QBRs and regular sales meetings.
◦ Attending conferences and regional field marketing events
Enabling our sales communities on how they can leverage our Technology Partners in order to penetrate new logos and extend reach in our install base.
◦ Creating and maintaining a Partner to Company peer/peer map.
◦ Working with our Field Marketing teams on regional events.
◦ Working with our sales teams on helping with connecting to their sales counterparts.
◦ Maintaining a tracker of everyone that is enabled.
◦ Understanding capabilities of each partner, including their market segmentation and go-to-market processes.
◦ Becoming an expert in the Joint Value Proposition for each relevant partner when working with Company
• Commitment and contribution to developing, meeting and exceeding personal and regional budgeted sales targets while achieving or exceeding planned gross profit.
• Contribute to the setting of annual sales targets for the region.
• Develop a Sales and Marketing Plan to drive sales performance within the industry segments.
• Creating and implementing proactive lead generation activities
• Provide status report to sales manager as to achievement of goals and objectives.
• Monitor and provide feedback on customers, market changes and competitor activities.
• Maintain customer records and complete reports as directed.
• Undertake ongoing sales training on products and sales process productivity updates.
• Participation in industry events, conferences and company-based activities as required.
• Maintain understanding of competitor, industry, and technology trends
• Undertaking ongoing sales training on products and applications
• Planning and managing time to ensure personal and regional business plans are being executed and implemented.
• Undertake demonstration of Scanning Systems to new and existing clients within designated sales territories
• Contribute to and participate in marketing communications to internal and external clients in relation to Scanning an monitoring system products.
• Participates in cross-functional and cross-divisional communication and teams to identify and leverage solutions and resources.
• Develop relationships with key company personnel, channel partners and end users to acquire market share and customer satisfaction targets
• Identify new business opportunities, including new markets, new clients, new partnerships
• Build relationships with new clients, gauging their needs and developing proposals to address these needs
• Promote the company’s services to prospective clients
• Participate in collaborative business meetings to update key stakeholders
• Interact with clients and respond to important inquiries about the company’s products or services
• Build corporate brand through award submissions and create publicity opportunities through award wins
• Lead in PR monitoring and measurement including measuring and tracking the value of and return of PR and communication initiatives
• Ensure the company is communicating the right messaging to attract prospective customers and retain existing roles
• Keep abreast of new-to-market / commercial market development and initiatives and recommend new ideas / prospects for implementation
• Provide Management reports and budget forecasts for monthly & quarterly reporting
• Possess a strong understanding of the company’s product and services, the competition in the industry and positioning
• Ad hor projects being assigned by your immediate superior.
Market Analysis:Conduct thorough market research to identify trends, opportunities, and potential clients in the foundation construction sector.
Analyze competitors and market dynamics to develop strategies that position our construction engineering solutions competitively.
Client Acquisition:Identify and engage with key decision-makers in construction and engineering firms to understand their project requirements.
Develop and implement effective strategies to acquire new clients and expand our customer base within the foundation construction segment.
Relationship Building:Cultivate and maintain strong relationships with existing and prospective clients.
Collaborate closely with engineering teams to understand client needs and tailor solutions that meet or exceed expectations.
Proposal Development:Work closely with technical teams to create compelling and customized proposals for foundation construction projects.
Ensure that proposals align with client specifications and highlight the unique value propositions of our construction engineering solutions.
Sales Strategy Implementation:Develop and execute a comprehensive sales strategy for foundation construction, aligning with overall business objectives.
Identify and pursue strategic partnerships and collaborations to enhance the reach and impact of our construction engineering sales efforts.
Revenue Growth:Meet and exceed sales targets by actively promoting our foundation construction services.
Identify upsell and cross-sell opportunities within existing client accounts to maximize revenue.
Market Positioning:Contribute to the development of marketing materials that effectively communicate the strengths and capabilities of our foundation construction solutions.
Represent the company at industry events and conferences to enhance market visibility.
Forecasting and Reporting:Provide regular sales forecasts, reports, and updates to the executive team.
Monitor key performance indicators and adjust strategies as needed to achieve business objectives.
Assess gaps and opportunities based on stakeholder feedback to improve business processes.
Build good relationships with industry players.
Carry out recruitment and retention efforts for the department.
Develop business development plans that follow business development strategies.
Develop business reports on new revenue streams, improved products and new businesses.
Develop measures to ensure corporate regulations are followed.
Develop new business proposals based on market demand.
Develop new product service offerings to meet market demands.
Develop plans to use new technologies for business processes.
Engage with business partners, suppliers and vendors for new business agreements.
Obtain insights from business network on developments in product offerings and production.
Propose department's financial budget for management approval.
Provide on-the-job training and performance evaluation for staff.
Review business development with stakeholders.
Review regulatory restrictions on new business ventures.
Review risk assessment and financial modelling of new business ventures.
Review targets and goals across teams.
Support stakeholder engagement sessions for new portfolios.
Use business network and support knowledge sharing sessions to explore new business opportunities.
Work with stakeholders to review gaps and opportunities in businesses.
Qualifications:
Bachelor’s degree.
Proven experience in business development and sales within the construction industry, with a focus on foundation construction.
In-depth knowledge of foundation construction methods, materials, and industry best practices.
Strong networking and relationship-building skills with the ability to influence key stakeholders.
Excellent communication and presentation skills.
Demonstrated ability to work collaboratively with cross-functional teams.
Goal-oriented mindset with a track record of achieving and exceeding sales targets.BUSINESS DEVELOPMENT MANAGER
