- Achieve lead generation, prospecting and other sales management goals designed to build an optimal sales pipeline.
- Personally develop strong, long-term relationships and referrals with senior management at targeted firms
- Manage the end-to-end sales process for all opportunities including initial client communication, on-site presentations, RFI response, multi-day client workshops, RFP submission, negotiation and deal signing. The candidate is the focal point for all communication and sales activities with prospects and customers.
- Support the team's market research and competitive positioning analysis in partnership with regional presales, marketing and product development staff.
- Adhere to all Our Client Sales, Human Resource, and corporate ethical policies, standards and guidelines.
- Strong hunter profile with a proven track record of success in selling technology outsourcing and ERP consulting services into the Manufacturing Industry
- Demonstration of a consistent over-achievement of client acquisition and sales revenue targets.
- At least 8 years of experience in selling IT services within the region, preferably working in a leading IT services & products firm with prior experience of working with offshore teams.
- Strong local contact base and access to alumni, local associations, industry associations within the region.
- Good understanding of the Manufacturing industry.
- Experience with vendor selection processes including RFI and RFP issuance and response management;
- Understanding of customer decision making criteria as it pertains to offshore services, consulting, enterprise solutions
- Ability to maintain strong sales management focus during sales cycles that are typically six months to one year in duration.
- Demonstrated ability to manage often complex negotiations with senior-level business and technology executives at leading Manufacturing Companies.
- The candidate is expected to travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, engagement implementation, and ongoing relationship building.
Business Development Director, Manufacturing Industry Unit-CPG - Chicago, IL, United States - Tephra
Description
Business Development Director, Manufacturing Industry Unit-CPG
The Business Development Director position is a key sales role within the Our Client Manufacturing Unit sales team for North America, responsible for executing regional sales and business development strategies for target companies within the Manufacturing Unit.
The candidate will target sales of Our Client's entire portfolio of IT Outsourcing services including ERP Transformation, Consulting, Digital Services, BPO, ADM, IS and Engineering Services for targeted firms.
The position's primary responsibility is to achieve new sales results for Our Client' services in the sales regions identified above.
The candidate will develop revenue-producing relationships with decision-making CxO level executives (CEO, CFO, CIO, CPO, CDO) at targeted firms, as well as drive the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution.
The candidate will also be responsible to ensure that projected revenue is recognized from the executed contracts. The role is supported by on-site and offshore Pre-Sales & Solutioning teams.
Achieve monthly, quarterly and annual sales targets established by the Manufacturing Sales Head and execute business development, offering positioning and sales strategies as a member of the sales team for North America.