Business Development Manager
hace 2 semanas
**Background**:
Tait Communications is a global leader in designing and delivering critical communications solutions which are the right fit for a variety of industries including; public safety agencies, government services, utilities, extractive industries and urban transport providers. Across the world, users of Tait products and services are better able to protect themselves and the public, be more responsive and more productive.
While several corporate functions are based in Christchurch, New Zealand, the company prides itself on its international customer base and global support network. The company works with a network of sales offices, dealers, system integrators and consultants that spans the globe.
Customers the world over turn to Tait for developing products, migrating systems, customising features, configuring networks, training users, supporting engineers and deploying a full suite of installation services. Customers commit to Tait because its people have a proven track record of taking the time to listen, understand and act upon customer requirements.
**Scope of Role**:
This role is based in the Europe, Middle East, and Africa (EMEA) region of Tait and is accountable for developing strong customer relationships within our Italian, Spanish and Portuguese markets for the purpose of creating new business opportunities for Tait. Together with the Sales Director you will be responsible for identifying prospective customers and working with them to co-create business plans for the benefit of the customer and Tait.
As the lead sales interface for your customers, you will require an in-depth knowledge of their environment and organisational needs to ensure that the requirements of the customer are met and that their experience is aligned to our values: commitment to listen, courage to act and integrity to deliver what we promise.
You will be responsible for managing the customer relationships and ensuring that an effective strategic alliance is developed and maintained with the customer, and to achieve optimal value for Tait and to ensure a high level of assistance to stakeholders is provided and that Service Levels are met at all times.
You will be responsible for developing and maintaining the relationship with the strategic account, working hand in hand with the delivery arm of the organisation to develop and execute sales strategies to increase sales to these customers.
The position will involve travel to maintain relationships where customers are located outside of your city of residence.
**Functional Outcomes**:
**Sales & Business Development**
- Work with existing customer (key accounts) to achieve the maximum results of sales
- Build a business development plan targeting new verticals and customers
- Achieve annual sales target
- Build funnel and pipeline of new opportunities for future years
**Relationship Management**
- Build long term relationships with key stakeholders.
- Maintain industry knowledge through communication and research.
- Understand your customer's strategic direction, profit and loss (P&L) and other financial measurements to ensure that Tait solutions expand beyond their communication needs and satisfy many business needs.
- Facilitate communications among parties internal to Tait, internal to the customer and between the customer and Tait.
- Ensure that customer requests are responded to in an accurate and timely manner.
- Work with production support to ensure that future demands can be accommodated.
- Help to ensure that solutions are delivered within agreed timeframes.
- Breakdown organisational barriers to meet customer needs.
- Use personal and professional networks to gain access to influential contacts within the customer's organisation
- Ensure that all parties have the technical, legal and project information they need or want.
**Ongoing Support**
- Provide advice to the customer on the options, upsides and downsides of each and recommendations going forward.
- Assess and review the provision of customer and end user support.
- Identify, and propose methods for the resolution of customer and end user issues to enhance customer and end user experience and decrease support requirements.
- Train internal and external parties as required to ensure efficient operations.
- Develop and assist with the implementation of internal policies and procedures for supporting the solution in an efficient manner.
- Strategic Direction: Together with the Sales Director:
- Develop sales forecasts for the customer.
- Develop a market strategy to identify target companies and critical issues that the key customer confronts on a daily basis.
- Effectively discuss business and industry issues with customers and internal sales management.
- Utilise customer, industry and market knowledge to develop sales plans which meet customer and Tait needs
**Reporting Relationships**:
Reports to:
Sales Director - Europe, Middle East & Africa.
Reporting Roles:
No direct reports
Peers:
Sal
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