Business Development Manager

Job DescriptionThe ideal candidate would be a knowledgeable and experienced business professional to workwith highly experienced MarCom & Sales teams, that are constantly driving an increase incompany’s image and sales opportunities within the enterprise space. This role shall augmentthe efforts to maximize company footprint for the allocated region.Salary – Will depend on the role / hierarchy fitment. Salary should not be a constrain for a goodresourceIndustry - Office Equipment / Automation / IT Software & Software Services / Electronic / Security andSurveillanceFunctional Area – Business DevelopmentRole – Assistant Manager / Manager / Sr. ManagerEmployment Type - Permanent Job, Full TimeWork location – Bangalore (Jaynagar)Client Facing Role – Yes (Client meetings)Shift – Regular; 5 Days working companyJob RoleIndirect Revenue impact : Engagement with Strategic Partners & Enterprise end clientsInfluencer community i.e Architects, Builder, ELV / Electrical Team in EPC and Constructioncompanies, MEP consultants & PMCs, Design & Build executors, Security ConsultantsResponsible for the business growth as per the vision of the company.Identify / develop and nurture business partners within ABC category through frequent visitsand trainings.Provide technical and business support to the Strategic Alliance partners.Arrange demo at the end clients place for product briefing in coordination with Partner.List, Initiate and develop relationships with target organizations for business development.Create strong brand awareness in the market, thus increasing the sales / volumes andRevenues at the same time.Analyse business potential and implement plans for attaining sales targets, supplementingturnover and achieving the desired targets.Acquire more and more new relevant business partners and also gather vital competitor infoBuild and deepen the relations with systems integrators, consultants, and end users toincrease the use of Spectra solutions.Recommend proper technology, quantities and with adequate solution bench marking.Generate, follow up and create strong ground for project leads in assigned region andfocused vertical markets.Active involvement in tender specification of large projects, driving specification of Spectraand convert such tenders into leads.Present, discuss, adjust and follow-up technical and commercial solutions with the end-userand all relevant parties.Develop and deliver a detailed business plan for those identified as strategic Business andTechnology partners relevant to the region.Identify, visit on a regular basis and win over main decision makers.Actively host sales webinars online or sales call, and capable of planning, preparing, set-upand presenting in exhibition and other sales activities.Prioritize direct and in-direct partners and opportunities with best go-to market & businessmodel proposal, and work with the Regional Sales Manager to ensure given annual salestarget achievedEnd User Business responsibilities (Direct revenue impact) Expand Spectra footprint toenterprises where end user touch had not been executed.Coherent and consistent project acquisitions where Spectra will act as the “Trusted Partner”to both the End-user and Influencer communitiesThe professional shall feel at home being “voice of Spectra” in front of CXOs, seniormanagers, decision makers and convey relevant message with the team.Identify, prioritize, schedule, pursue, and deliver strategic Key End-user sales and projectopportunities for region target fulfillmentUnderstand the business models and business priorities of the Key End-user accounts as itrelates to Physical Security & Workforce Management.Build long term relationship thru direct and indirect touch,Advise and schedule the deployment of required Key End-user programs to addressindividual End-user needs,Cooperate with and coordinate company internal vertical business development, consultantbusiness teams and technical resources to effectively communicate the expansion / transitionto future technology.Provide educational / awareness briefings for End-users to reinforce Spectra’s role as “TrustedPartner”,Use of innovative marketing tools to nurture this relationship,Orchestrate Key End-user seminars to better understand the required features & functions offuture technologies,Deliver Key End-user presentations during “face to face” introductory meetings,Attend applicable industry tradeshows, meetings and other internal and external events,especially with focus on speaking and presentation opportunityMaintain a high degree of product knowledge, more on the spectrum / benefit / road map leveland represent region’s status, requirements and asks to larger Physical Access ControlSolutions organizationProvide timely and accurate monthly status report of group activities and progress,Cooperate with vertical marketing for end user focused tools : Development of whitepapers,brochures, web presence, speaker engagements, end user events, dedicated listprocurement and lead nurturing.Stay abreast of the products, applications, technical service, market conditions, competitiveactivities, advertising and promotional trends through the reading of pertinent literature andconsulting with marketing and technical servicesAssist Marketing with local or national initiativesAnalyze region’s new business opportunities, develop sales plans and execute planned actionsteps in order to acquire new business in line with Company's strategies and growthobjectivesRequired Skills : 3+ years industry experience of representing the OEMS dealing in Electrical, ELV,CCTV, BMS products supplied to Building and construction industry,Experience in the security or IT industry with ability to maintain contacts at differentlevelsStrong existing contact with SpecifiersExcellent Presentation Skills & Negotiation SkillsPublic speaking skills & Strong command over English and local languageAbility to work in a complex sales environmentExcellent at managing time, priorities and expensesAbility to establish good relationships and credibility with customers, integrators,consultantsAbility to work independently within a team environmentIP technology understanding and networking expertise will be considered an assetDesired Personality traitsAggression, Self-Drive & Result orientationStrong work ethics and sense of commitmentStrong Interpersonal SkillsAbility to work in a faced paced environmentKey Result AreasSuccessfully establish contact with the SpecifierSuccessful Demo conducted with the specifiersSuccessful bringing specifier on board where Spectra is recommended make in theprojects designed by specifiersManage healthy funnel of the projects specified by the specifierSuccessful connect of the Specifiers with the Spectra Management for alignmentSuccessful Demonstrations with Large Key Accounts end user accounts & SI.Successful Revenue augmentation with Large Key Accounts & SIKey Performance IndicatorsNumber of specifier connectedNumber of successful demo conducted with the specifiersVolumes & Size of the project with Spectra being one of the specified makeTime of initial response to queries of consultant and closer of points raisedSuccessful alignment of the consultant with Spectra Management.Revenue Augmented from Large Key Accounts End users & SI