Business Development Manager Europe

17 December 20212021-12-17
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OTE up to £70,000

Our client is the market leader in their field of security device technology and are looking for someone to drive their business development activities in Europe.  If you feel you have the relevant experience, please apply today!

Purpose of the Role:

  • To be responsible for business development activities, both directly and with sales channel partners, in Northern and Eastern European countries.
  • Develop a single tier reseller structure to provide a high quality route to market and service platform within each country, through which the company’s growth objectives are met.
  • Assess each market and sector to identify strategic sales development opportunities, both directly and in partnership with each reseller. Manage all business development activities within each region to win new business and to grow sales over the longer term with established end customers.

Responsibilities:

  • Achieve the quarterly sales quota for each territory.
  • Perform market analysis to define go-to-market strategies for each country, and identify best in class reseller partners. Target specific sectors in line with the company’s strategy per region, including Police, Security & Emergency Services, Transport, Healthcare and Retail.
  • Implement a robust lead generation strategy to grow inbound demand and outbound business development, both directly and in partnerships with resellers. Respond to opportunities outside the reseller network as required, including management and completion of tender responses.
  • Proactively identify specific key end user opportunities in each market and sector (e.g. large public or private sector tenders) and work directly with both end users and relevant resellers to win and manage the business through the appropriate reseller partner. Support the reseller appropriately to ensure that they are equipped to win the deal and manage all end user requirements throughout the lifecycle.
  • Closely manage the sales pipeline and forecast, ensuring all sales opportunities are pursued effectively and followed up in a timely manner.
  • Work closely with Marketing, Sales Operations and Supply Chain to ensure marketing plans, order management and forecasting are fully integrated with the sales plan for each territory.
  • Regularly review current resellers and their performance in line with the company’s reseller criteria, targets and incentives, implementing Quarterly Business Reviews and other reviews as and when required. Address any performance issues and ensure each reseller receives appropriate support.
  • Identify end user service and support requirements and ensure these are covered by the reseller partner or Reveal as appropriate.
  • Where additional resellers may be required to meet the company’s growth objectives, identify appropriate resellers and assess their capabilities according to the company’s reseller criteria and market conditions. Onboard and incentivize each reseller utilizing Company policies and procedures, including applying the correct tier according to the reseller’s capabilities. Define a joint business development strategy and plan including joint sales and marketing activities as appropriate for each market.
  • Ensure the required training and support is in place and continuously managed for new and existing resellers.

Qualifications, Skills and Experience

Essential

  • 5+ years reseller management experience, ideally in a number of European markets.
  • B2B solution selling background in the public and private sectors.
  • Experience preparing tender submissions to public sector organisations.
  • Superior negotiating skills.
  • Excellent networking skills in order to identify and open up new business opportunities.
  • A strong relationship builder with excellent communication, presentation and influencing skills, both written and verbal, at mid and senior management levels within clients, channel partners and internally.
  • Able to communicate effectively to both technical and non-technical customers. 
  • Good time management, attention to detail, ability to deal with ambiguity and complex business challenges.
  • Self-motivated, with a ‘hunter’ mentality.
  • Have a technical background with a good appreciation of IT software and hardware.

Desirable

  • Experience of the bodyworn camera market, or related technologies such as CCTV or other security related technologies
  • Network of contacts in law enforcement or other related public sector areas
  • Software Sales background an advantage
  • Knowledge of basic storage, cloud and networking concepts
  • Familiar with Salesforce.com
  • One or more European languages in addition to fluent English
  • Knowledge of computer memory and processing power, different versions of Windows, storage solutions (on disk, NAS, SAN, cloud, etc.), databases (namely Microsoft SQL Server), servers and virtual machines, and network connectivity and bandwidth.