Senior Business Development Manager
Our client focuses on two key technology areas: data networking and unified communications (UC). The data networking portfolio provides complete LAN (Local Area Networking) and WAN (Wide Area Networking) solutions, including wireless, security, and switches. The UC portfolio includes IP handsets, IP PBXs, headsets, gateways, and other miscellaneous products. All products and solutions are backed with a comprehensive range of value-added services including certified training, design, pre- and post-sales support, and pre-configuration/fulfilment, amongst others.
Targeted primarily at the SME and Enterprise markets, these products and solutions are supplied to System Integrators, Value Added Resellers, Service Providers, Telcos, and Retail/Etail customers.
The role of the Business Development Manager will primarily be to drive business growth for our client's portfolio of data networking solutions and technical services. However, there will also be a requirement to sell the company's other products, namely the UC range, to customers.
This is a senior sales role with responsibility for developing higher value channel accounts, typically Resellers, Managed Service Providers, and System Integrators. These are expected to come partly from existing customers but also from new customers acquired by prospecting and working with the internal marketing department. As a senior person within the sales department, this person will be expected to demonstrate a high level of professionalism and integrity. Also, as a key member of the sales team, they will work closely with the rest of the sales team regarding product issues, queries, and customer-related issues. The role will also involve close cooperation with all internal departments, particularly Marketing (to support business development activities and help identify new opportunities) and Technical Support (to ensure the right level of support and services are being provided), and also Operations and Finance. A good working knowledge of Networking technology will be required along with a good knowledge of the channels in either or both sectors. This knowledge will typically be gained through a minimum of 5 years' experience of selling similar products into these markets.
Overall Responsibilities
1. Develop new customers for the product range of Networking solutions.
2. Deliver annual revenues and gross profit to agreed targets.
3. Work with Marketing to help create and deliver marketing initiatives.
4. Liaise, as required, with key vendors regarding sales activities and customer updates.
Account Management
1. Work with new customers and a small number of existing customers to develop sales of all products. This will include close cooperation with customers' sales teams and other departments to gain maximum exposure for the range of products and services.
Sales Processes
1. Deal with customer inquiries in a timely and efficient manner.
2. Prepare quotations and literature for customers.
3. Maintain EMS and CRM system with customer and pipeline information.
4. Resolve customer problems relating to pricing, supply, and product selection.
Telesales / Enquiry Generation / Database Management
1. Participate in general sales activities such as call-outs to generate sales leads.
2. Record/update information on the database.
3. Provide customer reports to management, as required.
Supplier Liaison
1. Active involvement in communication with manufacturing partners, to include regular conference calls, reporting as required and any other matters requiring attention.
Qualification and Experience Required
The experience required for the position will typically have been gained from working in the Networking arena. It will require:
1. A good knowledge of the Networking industry with an understanding of product range and applications and the ability to discuss these with customers.
2. Good knowledge of trade channels (resellers and integrators) and competitors.
3. A strong track record in selling similar products.
4. Demonstrable sales ability over a minimum period of 3 years, preferably within a channel environment.
For more information on the role and the company, please send your CV via the CV library link, and we will come straight back to you.
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