BDM- Offshored IT Services- Retail

BDM- Offshored IT Services- Retail

Job Title:                      Business Development Manager, Retail

Reports to:                   Head of Sales, Retail  

Compensation:            Competitive salary, commission and benefits package

Location Options:      Atlanta, GA , Charlotte, NC or Tampa, FL

Position Summary

Our client  is one of the world's leading information
technology companies.

The Business
Development Manager position is a key sales role within the our client’s Retail
Unit sales team for North America, responsible for executing regional sales and
business development strategies for target companies within the Retail Unit.
The location is Atlanta, GA.

The candidate will play a hunter role, responsible for acquiring new clients. The candidate
will target sales of the entire portfolio of IT Outsourcing services including
Consulting, BPO, ADM, IS and Engineering Services for targeted firms.  The position’s primary responsibility is to
achieve new sales results for  services into
the retail vertical  in the South East. The
candidate will develop revenue-producing relationships with decision-making CxO
level executives at targeted firms, as well as drive the sales cycle of all
assigned sales opportunities from initial prospect communication through
contract execution.  The role is
supported by on-site and offshore Pre-Sales & Solutioning teams.

Responsibilities

• Achieve monthly,  quarterly and annual sales targets established by the Retail Sales Head
       and execute business development, offering positioning and sales
       strategies as a member of the sales team for North America.
• Achieve  lead generation, prospecting and other sales management goals designed to
       build an optimal sales pipeline.
• Personally develop strong, long-term relationships and referrals with senior
       management at targeted firms
• Manage the nd-to-end sales process for all opportunities including initial client
       communication, on-site presentations, RFI response, multi-day client
       workshops, RFP submission, negotiation and deal signing. The candidate is
       the focal point for all communication and sales activities with prospects
       and customers.
• Work in close collaboration with the’ presales team & delivery teams to ensure
       that proposed offerings and services fully meet customers’ business and
       technology needs. 
• Provide support to customers during initial phases of an engagement. Follow up and ensure
       total client satisfaction through the life cycle of the relationship.
• Support the team’s market research and competitive positioning analysis in
       partnership with regional presales, marketing and product development
       staff.
• Adhere to all our client’s Sales, Human Resource, and corporate ethical policies,
       standards and guidelines.
• Demonstrate  strong personal communication and presentation skills to establish
       interest, credibility and trust.

Skill and Experience Requirements

• Strong hunter profile with a proven track record of success in selling
       technology outsourcing services into the Retail Industry
• Demonstration of a consistent over-achievement of client acquisition
       and sales revenue targets.
• At least 8  years of experience in selling IT services within the region, preferably
       working in a leading IT services & products firm with prior experience
       of working with offshore teams.
• Strong local contact base and access to alumni, local associations, industry
       associations within the region.
• Good understanding  of the Retail industry. 
• Experience  with vendor selection processes including RFI and RFP issuance and response
       management;
• Experience  of working on opportunities run by Third Party Advisory Firms such as TPI,
       Equaterra , etc
• Understanding   of customer decision making criteria as it pertains to offshore services,
       consulting, enterprise solutions
• Ability to   maintain strong sales management focus during sales cycles that are
       typically six months to one year in duration.
• Demonstrated  ability to manage often complex negotiations with senior-level business
       and technology executives at leading Retail Companies.
• Thorough  command of English, both written and spoken.

Travel Requirements

• The   candidate is expected to travel regularly to regional prospect and customer
       locations to support lead generation, sales presentations, contract
       negotiations, engagement implementation, and ongoing relationship
       building.

Education Requirements

• Bachelor’s  degree required.