Regional Business Development Manager

OXTS•Bloomfield Hills, MI

1d•Onsite

About The Position

The Regional Business Development Manager is primarily responsible for the development of new business and management of direct accounts within the defined territory/markets. The role is responsible for proactively generating market opportunities and leads as well as managing their pipeline. These applications will build on our world-leading inertial navigation core technology and the brand reputation of our products.

Requirements

Extensive sales experience, with a proven track record of identifying and developing new business opportunities to achieve revenue generation targets.
Strong technical understanding, either through technical sales, or a degree in a STEM subject.
Self-starter with a commercial mindset, curious and driven to uncover new markets, customers, opportunities and insights, whilst understanding complexities and risks.
Takes action where there is clear value or purpose and takes ownership of deals, projects and customer success.
Takes a customer centric approach, and is motivated by delivering impactful solutions to build effective long term working relationships.
Acts with integrity, demonstrating trustworthiness and transparency
Strong communicator, with consistent and proactive stakeholder management.
Solid experience with MS Office + CRM system essential.

Responsibilities

Achieve sales target through management and development of current and new business (direct customers, integrators or end users).
Manage forecasting and pipeline by utilising the opportunity tracking system to manage, track, and report on all sales activities; provide accurate, detailed forecasts for customers in which the Business Development Manager is responsible.
Attend exhibitions and trade shows as required to meet customers, develop contacts and to seek new opportunities.
Develop technical knowledge of existing products, technology, and capabilities to provide customer training and demonstrations.
Provide feedback to other parts of the business on product or services features or ideas.
Work collaboratively with all colleagues across the organisation to handle customer requests.
Assist in the preparation of order forecasts.
Responsible for the identification, investigation, and development of emerging opportunities for OXTS technology.
Investigate new markets and opportunities and implement the plan for sales growth.
Working with Product and Engineering, take viable options for new solutions or business models, to test by prototyping with users and Key Opinion Leaders.
Identify and map the key stakeholders and decision makers around projects and opportunities.
Develop compelling rationale for investment in the opportunity and gain business buy-in.
Create and deliver presentations, coordinating appropriate resources for customer visits.
Launch successful applications into the core business.
Manage the day-to-day commercial relationship with current direct accounts within the defined market/s and grow the existing accounts.
Develop detailed strategic plans to manage territory; identify and grow business for both short- and long-term revenue growth.
Know and be known by your customers; maintain a regular presence with customers including regular documented quarterly business reviews for key accounts. Secure targeted meetings to identify and advance opportunities with your customers.
Identify customer's needs, goals, and challenges, and provide solutions to these through the proper positioning of OXTS products, services, knowledge and expertise; inform, train and influence customers.
Identify specific customer requirements that may require development within OXTS and lead process to justify development with Product Engineers/Product Managers and Application Engineering.
Lead and organise internal colleagues around presenting to, or supporting your customers including potential customers; provide input and direction on content, customer needs, drivers, audience profile, etc.
Manage the process from initial enquiry through to one-off sale or regular repeat business.
Act as first line for commercial issues escalated by either Customer Support Engineers and/or Sales Administrator or Internal Sales Specialist escalating to the relevant stakeholders to resolve these issues.
Provide commercial support for direct business, ensuring the customer selects the correct equipment, that orders or contracts are sound and profitable.
Answering sales queries on products, terms of business.
Prepare and follow up on quotations for new sales and repairs/other services. Understand standard terms and conditions of sale. Operate the discounting policy. Select suitable products for the customers' needs.
Write and negotiate contracts when required in conjunction with the North America Sales Manager and Director of Commercial.
Involve Product and Engineering as appropriate, when more complex technical information is required from a customer.