Business Development M

Company: Riser Systems

Job Purpose:

Job Duties and Responsibilities:

- Responsible for calling upon end-users and channels (contractors, integrators, and consultants) Is the primary client liaison and is responsible for managing all aspects of the account process including building awareness of Company solutions - Identifies and develops quality opportunities - Maintaining strong relationship with Vendor with regular updates and pipeline development - Finds new leads and opportunities to create new revenue streams for the company through new clients, products or channels - Drives revenue growth via new account development and/or expanding existing accounts within the channels - Develops and implements business plans that align with the business strategy for the mid-market and locally significant accounts in an assigned area to drive revenue and growth - Secures preference for company products on discretionary business and specifications and drives customer mind sets from products to solutions - Creates and closes opportunities: Continuously scans for prospects to achieve new accounts, expands offerings within the account, and populates account pipeline consistently and on a timely basis - Qualifies opportunities: Assesses clients, including balance sheet and business health to determine feasibility of partnering Identifies and aligns required resources for pursuit and future solution deployment, determines scope and nature of the opportunity to determine feasibility in pursuing the deal - Positions value propositions to meet customer needs and end-user business priorities; communicates key competitive advantages; works with others to ensure appropriate pricing; and manages the milestones essential for timely proposal delivery - Maintains opportunity momentum to expand account: Capitalizes on early wins and customer satisfaction to expand business within the account - Documents account plans and forecasts: Develops strategies and plans for managing account pursuit activities; prioritizes and coordinates opportunity pursuit across multiple accounts to maintain a healthy account funnel; and develops, communicates, and monitors account forecasts to ensure accuracy - Builds client executive business relationships: Expands account penetration by building strong relationships and leveraging them to achieve exposure to business planning, - Effectively and professionally articulates the solution proposal to resolve the priority issues of the client’s business - Cultivates and develops trusted advisor status: Ensures that product or service value propositions align and resolve customer needs, provides on-demand consultative advice, checks the accuracy and utility of recommendations, and avoids making inaccurate statements - Aligns tactical activities to support strategic account plans: Provides input to organizational planning, sets priorities and expectations; identifies and addresses opportunity or resource gaps; adjusts plans to local requirements and ensures alignment of all activities with upper management strategies, corporate direction, and goals Effectively uses all resources
Main KPI Key Performance indicators:

• Core Competencies
  • Financial Management
  • Customer Excellence
  • Process Management
  • Growth & Development
  
  
• Functional Competencies
  • Industry Knowledge
  • Strategic Analysis & Decision Making
  • Digital Transformation
  
  
• Leadership Competencies
  • Global Culture Awareness
  • Stakeholders Relationship Management
  • Achieving Business Results

Job Skills and Abilities:

Business Planning: Understands the corporate business plan and the territory objectives

• Works well in a team environment
• Clinical in the use of CRM software and reporting
Analyzes territory segment and determines penetration plan
Understands the competitive landscape
Aligns company and account objectives with customer needs in a manner that creates a win-win
Business Acumen: Knowledgeable in current and possible future policies, practices, trends, technology and information affecting his/her business and organization
Is aware of how strategies and tactics work in the marketplace
Has inside account management experience or some external account management experience
Has an account base that he/she manages
Works independently and looks to manager to help in coaching to strengthen position in an account, leverage for higher level meetings, provide an insight into new accounts that should be penetrated
Develops ability to acquire new accounts
Solid understanding of the solution
Understands key market specific competitors
Gathers and monitors account intelligence
Learns the needs of the target customers
• General understanding of the organizational strategy

Qualifications:

7-10 years of experience within data center field

Bachelor's degree in IT/Communication or Engineering strongly preferred

Strong technical background in light current, data center, and power solutions