Support Services
Support Services

Business Development Manager

Scope

Our client has led the way in the UK market in the implementation of innovative body worn camera technology and over the company now has customers in 40 countries around the world.

The potential for the use of body worn cameras around the world is growing rapidly due to their proven impact on crime reduction, abuse against the wearer and the associated cost reductions.

Our client is well positioned to capitalize on the growth opportunities. Its market leading design and unique features that assist in de-escalating violent situations as well as ensuring high quality evidence is retained mean that the potential for revenue growth is very significant.

It is an exciting time to work for them as they execute their plans for market share growth internationally.

The ideal candidate would demonstrate experience in bringing an enterprise / B2B technology product/solution to at least 2-3 European markets through resellers, with demonstrable experience in negotiating commercial terms and planning and executing go-to-market plans with those resellers, and able to demonstrate sales impact / results.

Must have experience of working with channel partners to identify and win customers (end user organisations) in each market; and they must be able to demonstrate experience in identifying the right reseller in a given market and building a successful commercial relationship from scratch as well as effectively managing established resellers.

This can be someone with at least 3-5 years’ experience; and they need to score well as a self-starter able to work independently but must also be able to demonstrate that they work very well in a team.

Responsibilities

  • 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 our 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.
  • Achieve the quarterly sales quota for each territory.
  • Perform market analysis to quantify the addressable market per territory and sector, define the appropriate business development strategies, 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 our 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 us as appropriate.
  • Where additional resellers may be required to meet our growth objectives, identify appropriate resellers and assess their capabilities according to our reseller criteria and market conditions. Onboard and incentivize each reseller utilizing our 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.

About You

  • 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.
If you are interested in the above role then please apply or get in touch to discuss further.
Sally Piper Managed by Sally Piper
highlights
South East
Permanent
Sales
apply Posted - 21.09.2021

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Consult will endeavour to contact candidates within 14 days of application. However, if you do not hear back after 2 weeks then please assume on this occasion, unfortunately, you have not been successful.