Business Development Manager (M2M)

Main Responsibilities
• The Business Development Manager will be responsible for the development of customer accounts with particular emphasis on the discovery and qualification of new addressable opportunities. In particular this position will focus on the development of new business for Eurotech’s emerging M2M and IoT platforms, products and services, rather than for its more traditional embedded systems.
• The position involves direct responsibility for all aspects of the front end of the sales process, including researching and targeting potential clients, lead generation, qualification and subsequent account development.
• The position will be supported by a team of pre-sales engineers who will engage with the client engineering team to secure the technical design-in on any identified and qualified opportunity that Eurotech agree to pursue. The BDM will, however, retain responsibility for the commercial relationship with the client and, ultimately, for closure of the opportunity. The ability to work as part of a close, mutually supportive team is therefore essential.
• You will be required to comply with the company reporting and forecasting procedures based around the companies CRM system, together with progress reports to include an update on key potential customers and market intelligence, such as feedback on pricing & competition, the state of the industry and opportunities for product development.
• The position will involve substantial travel to customer sites in pursuance of the above goals.
• You will be expected to contribute to the growth and development of the Sales Team by actively seeking to share knowledge and to support other members of the team.
• It is essential that you take a leading role in representing the company on new opportunities and help the Sales Team develop further business in existing accounts.

Other Functions
• Provide colleagues and management with regular project updates
• Provide colleagues and management with regular performance reports on the effectiveness of marketing promotional material
• Provide colleagues and management with regular reports on market and competitive activity
• Perform any other duties as reasonably directed by your Manager

Preferred Qualifications
• Degree, or equivalent, in computing with a software bias
• And/or the ability to demonstrate capability in each of the key competence areas below
• Current full clean driving licence

Preferred Experience & Skills Required
• A successful and proven record of solution oriented sales growth within a B2B environment based upon developing value led business propositions for software & hardware platforms and services, ideally gained in an asset monitoring, smart maintenance, logistics or data analytics sector
• Experience of selling to Consultants, Independent Software Vendors, System Integrators and end users.
• A track record of building partner ecosystems as sales channels.
• A good understanding of cloud based infrastructures, messaging middleware and web2/web3 implementation, coupled with the ability to build compelling business cases for deployments based upon these technologies
• A good understanding of industrial based computing solutions, communication systems and M2M architectures and software solution selling.
• A good understanding of software architectures and considerations, especially around the topic areas of asset monitoring, M2M and the Internet of Things
• The ability to produce and deliver professional sales proposals and sales presentations of products and solutions to technical, commercial and directorate staff within customer organisations
• Possess a proficient understanding of CRM techniques
• Excellent written and spoken English
• Strong communication and interpersonal skills, and a natural ability to work with a variety of personalities
• Display enthusiasm and an energetic approach to the role

Personal Characteristics
• Dynamic, upbeat, lively character with the capacity to inspire confidence from first contact
• Hugely bold and ambitious with a true hunger to win sales
• Socially highly skilled
• Co-operative team player, knowing when to act alone, when to hand over to colleagues
• Open and interested in people and their business, good at listening, clever at evaluating and convincing to ensure follow-up
• Tuned in to the outside world, current affairs, technological developments and business opportunities
• Friendly
• Good, active listener
• Discriminating, showing good reasoning and judgement
• Good closer – knowing when and how to ask for the order or ensure next appropriate step
• Very happy to work on their own at home.
• Organised working style and appreciation of good work systems and processes

Home based with travel to customers, both in the UK and overseas, and Group companies as required.

The detail in this job description reflects the key content of the job. However, it is inevitable that, over time, the nature of the job may change, existing duties may no longer be required and other duties may be gained without changing the general nature of the post or the level of responsibility entailed.

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Tel: +44 (0)1223 403 419

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