Business Development Manager

Job Description

The ideal candidate would be a knowledgeable and experienced business professional to work

with highly experienced MarCom & Sales teams, that are constantly driving an increase in

company’s image and sales opportunities within the enterprise space. This role shall augment

the 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 good

resource

Industry - Office Equipment / Automation / IT Software & Software Services / Electronic / Security and

Surveillance

Functional Area – Business Development

Role – Assistant Manager / Manager / Sr. Manager

Employment Type - Permanent Job, Full Time

Work location – Bangalore [Jaynagar]

Client Facing Role – Yes [Client meetings]

Shift – Regular; 5 Days working company

Job Role

Indirect Revenue impact : Engagement with Strategic Partners & Enterprise end clients

Influencer community i.e Architects, Builder, ELV / Electrical Team in EPC and Construction

companies, MEP consultants & PMCs, Design & Build executors, Security Consultants

Responsible for the business growth as per the vision of the company.

Identify / develop and nurture business partners within ABC category through frequent visits

and 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 and

Revenues at the same time.

Analyse business potential and implement plans for attaining sales targets, supplementing

turnover and achieving the desired targets.

Acquire more and more new relevant business partners and also gather vital competitor info

Build and deepen the relations with systems integrators, consultants, and end users to

increase 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 and

focused vertical markets.

Active involvement in tender specification of large projects, driving specification of Spectra

and convert such tenders into leads.

Present, discuss, adjust and follow-up technical and commercial solutions with the end-user

and all relevant parties.

Develop and deliver a detailed business plan for those identified as strategic Business and

Technology 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-up

and presenting in exhibition and other sales activities.

Prioritize direct and in-direct partners and opportunities with best go-to market & business

model proposal, and work with the Regional Sales Manager to ensure given annual sales

target achieved

End User Business responsibilities [Direct revenue impact] Expand Spectra footprint to

enterprises 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 communities

The professional shall feel at home being “voice of Spectra” in front of CXOs, senior

managers, decision makers and convey relevant message with the team.

Identify, prioritize, schedule, pursue, and deliver strategic Key End-user sales and project

opportunities for region target fulfillment

Understand the business models and business priorities of the Key End-user accounts as it

relates 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 address

individual End-user needs,

Cooperate with and coordinate company internal vertical business development, consultant

business teams and technical resources to effectively communicate the expansion / transition

to future technology.

Provide educational / awareness briefings for End-users to reinforce Spectra’s role as “Trusted

Partner”,

Use of innovative marketing tools to nurture this relationship,

Orchestrate Key End-user seminars to better understand the required features & functions of

future 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 opportunity

Maintain a high degree of product knowledge, more on the spectrum / benefit / road map level

and represent region’s status, requirements and asks to larger Physical Access Control

Solutions organization

Provide 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 list

procurement and lead nurturing.

Stay abreast of the products, applications, technical service, market conditions, competitive

activities, advertising and promotional trends through the reading of pertinent literature and

consulting with marketing and technical services

Assist Marketing with local or national initiatives

Analyze region’s new business opportunities, develop sales plans and execute planned action

steps in order to acquire new business in line with Company's strategies and growth

objectives

Required 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 different

levels

Strong existing contact with Specifiers

Excellent Presentation Skills & Negotiation Skills

Public speaking skills & Strong command over English and local language

Ability to work in a complex sales environment

Excellent at managing time, priorities and expenses

Ability to establish good relationships and credibility with customers, integrators,

consultants

Ability to work independently within a team environment

IP technology understanding and networking expertise will be considered an asset

Desired Personality traits

Aggression, Self-Drive & Result orientation

Strong work ethics and sense of commitment

Strong Interpersonal Skills

Ability to work in a faced paced environment

Key Result Areas

Successfully establish contact with the Specifier

Successful Demo conducted with the specifiers

Successful bringing specifier on board where Spectra is recommended make in the

projects designed by specifiers

Manage healthy funnel of the projects specified by the specifier

Successful connect of the Specifiers with the Spectra Management for alignment

Successful Demonstrations with Large Key Accounts end user accounts & SI.

Successful Revenue augmentation with Large Key Accounts & SI

Key Performance Indicators

Number of specifier connected

Number of successful demo conducted with the specifiers

Volumes & Size of the project with Spectra being one of the specified make

Time of initial response to queries of consultant and closer of points raised

Successful alignment of the consultant with Spectra Management.

Revenue Augmented from Large Key Accounts End users & SI