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.
