JOB PURPOSE Plansandimplementspursuitofstrategicopportunitiesforaparticular business ororganization,forexample,bycultivatingpartnershipsorothercommercial relationships,oridentifyingnewmarketsforitsproductsorservices. Responsibilities

• Createabusinessdevelopmentplantoidentify,evaluate,andstructure key transactionstoensurecontinuedfinancialhealthandmaximumvaluecreation throughtheentireproductlifecycle.Thesetransactionsmayinvolvealliances, collaborations,mergersandacquisitions,inandoutlicensinginitiatives,and other activities.
• Developandimplementrelationshipmanagementplansforcomplexpotential customeraccountstoidentifyandbuildrelationshipswithrelevantdecision makersandinfluencerswithinthecustomerorganizationandtoenableeffective two-wayflowofinformationandresolutionofissues.
• Setclearobjectivesforeachsalescallormeeting;tailorstandardmaterialsto makepresentationstodecisionmakersandinfluencerswithinthecustomer organization;andaskrelevantquestionstogatherinformation,toevaluatethe customer'slevelofinterest,andtoidentifyandrespondtoareasrequiringfurther information or explanation.
• Developapersonalnetworkwithinthesalesterritoryandrepresentthe organizationattradeshowsandothereventstoidentifysalesopportunities, promotetheorganization,andenhanceitsreputation.
• Usepersonalexpertisetoidentifythecomplexstandardproductsand/orservices offeredbytheorganizationthatmeetthecustomer'sneeds,togetherwith quantitiesandproductconfigurations.Presentthesetothecustomerwithaclear rationaleandatstandardcommercialterms,referringtoseniorcolleagueswhere necessarytoaskforconcessions(e.g.,pricereduction)thatgainthecustomer's agreement.
• Collaborateinternallyandworkasthecustomerchampionincross-functional teamstobuildstrongexternalcustomerrelationships.
• Developandimplementarelationshipmanagementplanforexistingcustomer accountstoidentifyandbuildrelationshipswithrelevantdecisionmakersand influencerswithinthecustomerorganizationandtoenableeffectivetwo-way flowofinformationandresolutionofissues.Collectfeedbackfromidentified customersorcustomersegmentstoensuretheirneedsaremet,providing themes,summaryanalyses,andrecommendationsforchangesbasedon customer input.
• Entercustomerinformationthathasbeengatheredthroughresearchand/or throughdirectcustomercontactintothecustomerrelationshipmanagement system,toensurethattheorganizationhasqualitydatatoenableeffective customerretentionandbusinessdevelopmentactivitiesOREnsurethatteam membersmaintainup-to-datecustomerrelationshipmanagementdata, identifying and resolving issues.
• Maintainandrenewadeepknowledgeandunderstandingoftheorganization's policiesandproceduresandofrelevantregulatorycodesandcodesofconduct, andensureownworkadherestorequiredstandards.ORIdentify,withinthe team,patternsofnon-compliancewiththeorganization'spoliciesandprocedures,andwithrelevantregulatorycodesandcodesofconduct,taking appropriateactiontoreportandresolvetheseandescalatingissuesas appropriate.
• Developowncapabilitiesbyparticipatinginassessmentanddevelopment planningactivitiesaswellasformalandinformaltrainingandcoaching;gainor maintainexternalprofessionalaccreditationwhererelevanttoimprove performanceandfulfillpersonalpotential.Maintainanin-depthunderstandingof technology,externalregulation,andindustrybestpracticesthroughongoing education,attendingconferences,andreadingspecialistmedia.

Skills

• Usescomprehensiveknowledgeandskillstoactindependentlywhileguiding andtrainingotherstoorienttheseller'sorganizationarounddeliveringtothe key needs of their customers.
• Keepscustomeratcenterofsale,Collaborateswithcustomers,Elevatespartner insights, Uses common terminology
• Usescomprehensiveknowledgeandskillstoactindependentlywhileguiding andtrainingotherstoproposeamutuallyagreed-uponagendatostartsales conversationsthatoffervaluetotheclient.
• Provides context for conversations, Proposes mutually valuable agenda, Leverages pre-call prep for partnerships, Confirms client understanding, Leveragespre-callprep,Addsvaluethroughperspective.
• Usescomprehensiveknowledgeandskillstoactindependentlywhileguiding andtrainingotherstoaccuratelyidentifyandunderstandthekeybuying influences pertaining to an opportunity.
• Identifiesallbuyersandtheirlevelofinfluence,Assesseseachbuyer'ssenseof urgencyandreadiness,Seekstounderstandeachbuyer'sdesiredbusiness resultsandconcerns,Assessesbuyerfeelingsabouttheproposedsolution, Securesacoachwithinthebuyerorganizationtofacilitateintroductionsand access,Leveragesastrategiccoachtosupportthepartnerrelationship
• Usescomprehensiveknowledgeandskillstoactindependentlywhileguiding andtrainingotherstoacknowledgeandaskquestionstounderstandthe circumstancessurroundingclientindifference.
• Acknolwedgesindifference,Probesforrelevancetoproceed,Probesto understandindifference,Identifiesnewneedsoropportunities
• Workswithoutsupervisionandprovidestechnicalguidancewhenrequired toquicklyandaccuratelydefinetheneedsofthekeybuyinginfluencers.
• Seeks to understand buyer needs, Determines the root of buyer needs, Uncovers buyer's goals, Seeks buyer need priorities, Assesses channel relationship needs and expectations
• Usesclearandeffectiveverbalcommunicationsskillswithoutsupervisionand providestechnicalguidancewhenrequiredonexpressingideas,requesting actionsandformulatingplansorpolicies.
• Usescomprehensiveknowledgeandskillstoactindependentlywhileguiding andtrainingotherstoquicklyandeffectivelyestablishtrustwithinthebuying centersintheclient'sorganization.
• Showsinterestinbuyerneeds,Showsempathywithbuyer'scircumstances, Respectstheclient'stime,Incorporatesclient'spointofview,Providesrelevant context,Confirmsunderstanding,Reinforcesprofessionalcapability
• Actsindependentlytoapplycomprehensiveunderstandingofthebusiness environmentandobjectivesdevelopingsolutionswhileprovidingguidanceand training to others.
• Usescomprehensiveknowledgeandskillstoactindependentlywhileguiding andtrainingotherstoexplorethedepthandbreadthofaproblem,drawoutthe implicationsofnotchanging,andhelpclientsself-discoverandarticulatethe value of a solution.
• Seekstounderstandtheclient'ssituation,Exploresclientproblemsand solutions,Differentiatesbetweencomplainingandadesireforaction

EDUCATION

• General Education - University(First degree)

Experience

• General Experience - Experienceenablesjobholdertodealwiththemajorityofsituationsandto adviseothers(Over3yearsto6years)
• Managerial Experience - Experienceofsupervisinganddirectingpeopleandotherresourcestoachieve specificendresultswithinlimitedtimeframes(13monthsto3years)