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Business Development Executive - job post

Johnson Controls International
3.6 out of 5
서울
정규직
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Business Development Executive – Sensormatic Solutions

Job Description

The focus of the BDE Role is to identify new logo opportunities with premier targeted Retailers. The BDE leads the development of the sales leads to a win through the development of sales strategies, building relationships, and developing complex solution proposals across Sensormatic Solutions portfolio offerings. You will have a focus on retail Digital Customer Experiences, Insights and Data, and advanced Retail Enterprise analytics.

The Business Development Executive manages the identification and generation of sales opportunities and the cultivation of pipeline growth through demand generation activities. Extensive retail relationships are required in order to elevate and position the Sensormatic Solutions brand effectively with Tier 1 Global retailers. Effectively exceeds network and contacts to build and maintain an attitude of vigilance for opportunities as well as developing relationships with local advisors and partners for these opportunities. This role will Identify and escalate market trends to appropriate clients and Sensormatic Solutions leaders.

What you’ll do:

  • You will be expert in demand generation activities that are relevant to this market segment and will play a lead role in devising strategies to promote Sensormatic Solutions in these forums with tangible business results.
  • You will be a key face of the Sensormatic Solutions relationship to the clients you engage with, covering many layers within the organization and be able to develop relationships at Executive level, both on the Retail Technology and Business sides of the account.
  • As a major contributor you will be expected to represent your deals and accounts in the Monthly reviews that take place where there is a high level of accuracy expected in forecasting across the account activity.
  • Impacts customer business strategy and sells solutions across the company solution portfolio. Establishes and articulates innovations and growth opportunities for customers and the company. Ensures client satisfaction and broadening of offerings with potential new customers.
  • Leads the strategic direction of the account by establishing and articulating client satisfaction goals in relation to client expectations. Serves as an advisor to develop vision, innovation, and industry expertise. Establishes relationships proactively and grows customer intimacy. Communicates with cross-functional groups and builds strategic relationships with client teams.
  • Provides significant industry expertise and client business acumen. Sells higher level services to the customer, enabling competitive advantage for them in the marketplace. Provides thought leadership and capitalizes on cumulative industry, product, and company-specific experiences. Captures best practices and advises and facilitates the management and movement of information.
  • Understand and discuss the Sales plan with the Sales leader to agree on potential major opportunities to be chased in his/her own focus area (territory, sector, etc.).
  • Qualify major opportunities to be further pursued, drive consistency between Sales strategy (value messages, relationship approach, competitive differentiation) and content work managed by the Strategic Sales Support team (solution design, pricing and costing, delivery of proposal, planned project management).
  • Manage and be accountable for the opportunity, along the collaborative selling Sales process until closing.
  • Own communications and relationships on each deal.
  • Build and maintain an external network and client relationships.
  • Manage business development costs according to levels set by business unit leaders and provide forecast to Business Unit Sales Leadership.
  • Meet and exceed annual contract value targets.
  • Compliance with the Sensormatic Solutions sales methodology.
  • Work as part of a team to negotiate new deals, extensions and ad-hoc service aspects.

What you’ll bring:

  • Strong commercial awareness
  • Proven experience of working in similar role in a retail solutions, professional services or consulting environment
  • Strong relationship building and influencing skills
  • Strong interpersonal, written and oral communication skills.
  • Driven and able to work under pressure
  • Strong sales/ account development background with the ability to achieve (or overachieve) large sales target
  • Capable of developing senior executive relationships at CxO level
  • Proven experience of working closely within a large integrated account
  • Strong expertise in the Retail Industry

This position for Sensormatic Solutions is responsible for acquiring new clients and requires a results-driven Business Development Executive that has achieved success as an advisory seller and thought leader in our highly competitive market. Extensive experience in developing Executive-level relationships and partnering with clients and stakeholders is required. Key attribute for being successful in this position is the ability to gain a high level of trust from both clients and internal team members.

Basic Qualifications:

  • Extensive understanding of the Retail Industry and its leading brands
  • Succeeds at the ‘Art of what’s Possible’ in creating and defining solutions to complex retailer business problems
  • Business/financial management expertise
  • Ability to act as a Strategic Partner, Trusted Advisor
  • Bachelor's degree or equivalent combination of education and experience
  • MBA is preferred
  • Significant knowledge of the Retail Industry at large as well as the critical players in all facets of the market
  • Fifteen or more years of industry and/or client relationship experience
  • Ability to work with cross functional teams in order to achieve customer objectives

What you’ll bring:

  • The knowledge and expertise to leverage cross-functional high performing teams in order to craft solutions that meet customer demands and needed objectives
  • Proven experience in winning complex deals with multiple stakeholders
  • Excellent leadership skills necessary to operate at CxO level – selling and delivering multi-solution portfolio engagements
  • Have personally led and sold at least 10 +1M USD TCV Retail Solutions Deals to Tier 1 Retail organizations. The client must be willing to provide a reference for your leadership role in the sale
  • Well versed with commercial models, estimation techniques, pricing trends, and crafting complex MSA & SOW documents
  • Ability to craft the solution including distributed delivery elements, price-to-win and an articulated value proposition
  • Innovatively and constructively challenge the status quo to drive the business forward
  • In depth understanding, and expert utilization of, account planning methodologies, forecasting and productivity tools (e.g. Salesforce).

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