Business Development Manager - Large Corporate accounts

Business Development Manager — Large Corporate Accounts

This position is part of a regional sales team and in the structured sales process of the BizCom

Business Unit according to the business tripod (end customer, integrator, consultant).

This position is responsible for proactively acquiring new target End Customers - Large Corporates

You will be responsible for identifying project opportunities at end customers. You will create demand for projects as well as develop End Customer relationships.

Main Duties and Responsibilities:

Acquisition and Prospecting:

• Approach and create demand with new End Customers
• Tap into sales potential through presence at the market (trade-fairs, sales or customer events)
• Develop End Customer acquisition strategy

Active Selling:

• Conduct detailed meeting preparation, including usage of tools (e.g. need and solution assessment)
• Stimulate desire by presenting SE USPs and products (possibly in cooperation with
• Technical Application Engineering and Alliance partners)
• Understand project pipeline, needs and opportunities
• Involve other SE functions (SM, Technical Application Engineering) in case of concrete opportunities. Hand over full project responsibility to SM in case of tender/proposal
• Act as focal point of contact to End Customer during tender
• Conduct product demonstrations

Strategic Account Development:

• Understand End Customer structure and decision making units
• Analyze End Customer needs and outline opportunities
• Develop strong relationship to the relevant stakeholders on End Customer side
• Analyze market/competitors

Order Management:

• Hand over all End Customer projects to SMs and follow up till order closure

Customer Service:

• Help End Customers with technical Advice
• Bring in technical Application Engineer or other support functions, if needed
• Gather market feedback and needs report this to central departments

Administration:

• Document Visitation activities and relevant information in IT System (CRM).