Business Development Manager

The ideal candidate would be a knowledgeable and experienced business professional to work with highly experienced MarCom & Sales teams, that are constantly driving an increase in companys image and sales opportunities within the enterprise space. This role shall augment the efforts to maximize company footprint for the allocated region.

Salary Will depend on the role / hierarchy fitment. Salary should not be a constrain for a good resource

Industry - Office Equipment / Automation / IT Software & Software Services / Electronic / Security and Surveillance

Functional Area Business Development

Role Manager

Employment Type - Permanent Job, Full Time

Work location Mumbai [Borivali], Bangalore [Jaynagar], Guragaon [Sohna Road]

Client Facing Role Yes [Client meetings]

Shift Regular; 5 Days working company

Job Role

• Indirect Revenue impact: Engagement with Strategic Partners & Influencer community i.e Architects, Builder, ELV/Electrical Team in EPC and Construction companies, MEP consultants & PMCs, Design & Build executors, Security Consultants
• Responsible for the business growth as per the vision of the company.
• Identify /develop and nurture business partners within ABC category through frequent visits and trainings.
• Provide technical and business support to the Strategic Alliance partners.
• Arrange demo at the end clients place for product briefing in coordination with Partner.
• List, Initiate and develop relationships with target organizations for business development.
• Create strong brand awareness in the market, thus increasing the sales/volumes and Revenues at the same time.
• Analyse business potential and implement plans for attaining sales targets, supplementing turnover and achieving the desired targets.
• Acquire more and more new relevant business partners and also gather vital competitor info
• Build and deepen the relations with systems integrators, consultants, and end users to increase the use of Spectra solutions.
• Recommend proper technology, quantities and with adequate solution bench marking.
• Generate, follow up and create strong ground for project leads in assigned region and focused vertical markets.
• Active involvement in tender specification of large projects, driving specification of Spectra and convert such tenders into leads.
• Present, discuss, adjust and follow-up technical and commercial solutions with the end-user and all relevant parties.
• Develop and deliver a detailed business plan for those identified as strategic Business and Technology partners relevant to the region.
• Identify, visit on a regular basis and win over main decision makers.
• Actively host sales webinars online or sales call, and capable of planning, preparing, set-up and presenting in exhibition and other sales activities.
• Prioritize direct and in-direct partners and opportunities with best go-to market & business model proposal, and work with the Regional Sales Manager to ensure given annual sales target achieved

• End User Business responsibilities [Direct revenue impact] Expand Spectra footprint to enterprises where end user touch had not been executed.
• Coherent and consistent project acquisitions where Spectra will act as the Trusted Partner to both the End-user and Influencer communities
• The professional shall feel at home being voice of Spectra in front of CXOs, senior managers, decision makers and convey relevant message with the team.
• Identify, prioritize, schedule, pursue, and deliver strategic Key End-user sales and project opportunities for region target fulfillment
• Understand the business models and business priorities of the Key End-user accounts as it relates to Physical Security & Workforce Management.
• Build long term relationship thru direct and indirect touch,
• Advise and schedule the deployment of required Key End-user programs to address individual End-user needs,
• Cooperate with and coordinate company internal vertical business development, consultant business teams and technical resources to effectively communicate the expansion / transition to future technology.
• Provide educational/awareness briefings for End-users to reinforce Spectras role as Trusted Partner,
• Use of innovative marketing tools to nurture this relationship,
• Orchestrate Key End-user seminars to better understand the required features & functions of future technologies,
• Deliver Key End-user presentations during face to face introductory meetings,
• Attend applicable industry tradeshows, meetings and other internal and external events, especially with focus on speaking and presentation opportunity
• Maintain a high degree of product knowledge, more on the spectrum/benefit/road map level and represent regions status, requirements and asks to larger Physical Access Control Solutions organization
• Provide timely and accurate monthly status report of group activities and progress,
• Cooperate with vertical marketing for end user focused tools: Development of whitepapers, brochures, web presence, speaker engagements, end user events, dedicated list procurement and lead nurturing.
• Stay abreast of the products, applications, technical service, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical services
• Assist Marketing with local or national initiatives
• Analyze regions new business opportunities, develop sales plans and execute planned action steps in order to acquire new business in line with Companys strategies and growth objectives

Required Skills:

• 8+ years industry experience of representing the OEMS dealing in Electrical, ELV, CCTV, BMS products supplied to Building and construction industry,
• Experience in the security or IT industry with ability to maintain contacts at different levels
• Strong existing contact with Specifiers
• Excellent Presentation Skills & Negotiation Skills
• Public speaking skills & Strong command over English and local language
• Ability to work in a complex sales environment
• Excellent at managing time, priorities and expenses
• Ability to establish good relationships and credibility with customers, integrators, consultants
• Ability to work independently within a team environment
• IP technology understanding and networking expertise will be considered an asset

Desired Personality traits

• Aggression, Self-Drive & Result orientation
• Strong work ethics and sense of commitment
• Strong Interpersonal Skills
• Ability to work in a faced paced environment

Key Result Areas

• Successfully establish contact with the Specifier
• Successful Demo conducted with the specifiers
• Successful bringing specifier on board where Spectra is recommended make in the projects designed by specifiers
• Manage healthy funnel of the projects specified by the specifier
• Successful connect of the Specifiers with the Spectra Management for alignment
• Successful Demonstrations with Large Key Accounts end user accounts & SI.
• Successful Revenue augmentation with Large Key Accounts & SI

Key Performance Indicators

• Number of specifier connected
• Number of successful demo conducted with the specifiers
• Volumes & Size of the project with Spectra being one of the specified make
• Time of initial response to queries of consultant and closer of points raised
• Successful alignment of the consultant with Spectra Management.
• Revenue Augmented from Large Key Accounts End users & SI.