Business Development Manager

Job Title: Business Development Manager – Managed Accounts and Govt./PSU Accounts

Location: Gurgaon

What You’ll Need

• Proven successful track record in a similar role selling high technology products and solutions especially CAD software.
• Ability to network multiple levels up to C-Level
• Experience within Civil/Structural CAD products is preferred
• Excellent verbal, written and presentation skills.
• Ability to create specs for tender inclusion.
• Ability to create and deliver value propositions.
• Ability to identify and influence key decision makers
• Ability to succeed in a quota driven sales environment at an Enterprise level
• Proven sales track record
• Capable of closing solutions and services opportunities
• Strong business acumen and professionalism. Leadership, accountability qualities required
• Tender documentation, negotiation, order closure.
• Experience on tender submission at GEMs portal
• CRM experience preferable

Role Description:

• Trimble has a unique opportunity for a Business Development Manager for Enterprise and Government Vertical. This role will be reporting to the National Business Head. Key objectives of the role will be building and managing customers to deliver accelerated business growth and value to all stakeholders. This patch will include Existing major accounts, central government, state government, PSUs, ministries, and Defence organizations.

• The right candidate will possess excellent energy and drive and a real desire to build business across a portfolio of accounts. They will have the ability to build effective relationships quickly and to find valuable business within each account immediately that can then be enhanced by leveraging internal resources.

• You will win, maintain, and expand relationships with assigned organizations and achieve sales and product mandate. You will represent the entire range of company products and services to assigned customers.

Responsibilities

• You will specifically be responsible for creating product awareness in existing Major accounts and creating new business opportunities from assigned accounts.
• You will be responsible for acquiring new logos in government (central & state) and PSU industry from target companies.
• Competition tracking
• Employing world-class account management skills to identify opportunities
• Be a highly competent presenter, with a proven track record in selling to C-level executives
• Develop and maintain detailed account plans including organizational charts for all accounts to be reviewed by management on a quarterly basis
• Maintain continuity and up-to-date knowledge of industry trends, technical developments, and governmental regulations that affect target markets
• Develop market strategies and understand the strategies, goals, and objectives of accounts to create large deals in the assigned accounts
• Respond to RFPs, and develop proposals for presentation to customer
• Manage all aspects of the evaluation program or proof-of-concept
• Create tender specification document for inclusion in the project
• Take full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process
• Proactively lead an account planning activity with focused partners, internal teams like Presales, marketing, and customer success teams that develop mutual performance objectives, financial targets, and critical milestones associated with a productive engagement
• For this role primary focus will be hunting and very less focus on farming

Requirements

• Bachelor’s Degree in Civil/Mechanical engineering, or a similar field of study. MBA (preferable)
• 8 - 10 years of direct sales experience
• Prior Knowledge of CAD software sales would be preferable
• Proven and consistent achievement of assigned objectives
• Strong verbal, written communication, and presentation skills
• Ability to anticipate work needs and follow through with minimum direction, follow-up on own initiative
• Good communication and interpersonal skills as well as good working knowledge of Microsoft products (Excel, Word, PowerPoint), and CRM.
• Individual must be a team-oriented self-starter with good problem-solving skills and the ability to interact positively and successfully with all levels of the company.
• Detail-oriented with a high level of accuracy and follow-through.