Key responsibilities for the Head of Business Development North America:
•The Head of Business Development manages the BDE community, defines strategy to capture new logos and leads development campaigns to build a deal pipeline of new logos
•Allocates business development resources to ensure and effective implementation of the GTM strategy, identifying priority customers to ensure short- and long-term growth
•Define business development plan and sales strategy, leveraging support from marketing, regional leadership, partners, and alliances
•Support BDEs in the preparation of development campaigns; initial value proposition and client approach strategy
•Ensure early and effective qualification of opportunities to ensure efficient use of resources.
•Support BDEs in pre-sales campaign activation including contacts with high-level client stakeholders
•Coach the BDE community in prospecting new clients & act as a last point of escalation
•Understand competitive environment and develop strategies to outperform the competition
•Establish comprehensive view of industry, competitors, and other relevant industries for the benefit of the deal and wider GST positioning.
•Reskill, recruit, and managed BDE community to reach its full order entry potential
•Utilization of GST best-practice (e.g., Price 2 Win, Bluesheet, Deal Health Check, Deal Clinics) to develop winning deal positioning and shape.
•Ability to inform, motivate and inspire others to succeed.
•Leads by example •Establishes a winning spirit in deal team
•Effectively manages internal stakeholders across both Industry/GBU/Group Exec.
•Contribution to ongoing development of best-practice and innovative sales excellence.
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