What are the responsibilities and job description for the Business Development Manager position at Tait North America?
Purpose of Role
The Business Development Manager (BDM) is responsible for successful sales through both the Tait dealer network and direct to select accounts to achieve sales penetration objectives. The BDM is responsible for achieving sales targets, partner training and enablement. This role reports to TAM President.
Scope of the Role
Leverage Land Mobile Radio (LMR), Utility and Public Safety experience and expertise to provide Business development leadership in the Utility, Oil & Gas, Mining and Transport markets focused on DMR or P25 systems.
Working in partnership with the Tait Channel team, the Tait marketing, vertical market and engineering teams.
Provide assistance to Sales teams to help develop and expand existing vertical market knowledge and improved relationship building expertise, including warm hand-over of key relationships with target accounts.
Leverage relationships to help Tait influence customer's RFP development and our responses.
Identify and indicate best practices to achieve sole source contracts with targeted customers, including tactics to provide onsite product training, and contracted Phase I pilot projects.
Support team effort to close accounts where RFP responses have been submitted and decision is pending.
Working with a database of potential North American customers, support the Tait teams in establishing establish repeatable methodology for identifying and targeting customers that constitute a likely fit based on bands, capabilities, differentiators, relationships, etc.
Develop matrix of measurements to merge into existing analysis process
Partner with other members of the sales teams to support the qualification of accounts and leverage relationships with the customers, consultants and other industry contacts.
Support the Identification and qualification efforts of # of new opportunities.
Identify competitive differentiators for Tait P25 and DMR products based on your experience, and leverage those in the development of new opportunities.
Help customers and channel partners validate their decision and be prepared for competitive response / positioning
Assist in the response to competitive tenders by providing strategic input prior to and during bid response development. Help Tait identify value add elements for written RFP responses and Oral presentations.
Suggest new product features / capabilities to Product Management team meet target verticals needs.
Support for conferences / events in assigned verticals (on as needed basis); Act as a representative for Tait as a product manufacturer, supporting Tait as the sales channel
Achieves or exceeds assigned objectives including training metrics, deal lead metrics and orders
Achieves or exceeds assigned sales quota.
Assists with sell through to end customers through the channel partners with particular focus on public safety, co-op utilities, Oil & gas and Business & Industry customers
Coordinates the involvement of company personnel, including marketing, system engineers, Indirect Sales and Channel Managers, Services Development Managers, and operations management resources in order to meet partner performance objectives and partners' expectations.
Drives sales achievement supporting the Tait distributors' sales teams and channel partners via product demonstrations and sales training.
Address technical questions and identifies system sales engineering resource support to resolve customer issues.
Understands the competitive landscape and is able to articulate the value proposition for the Tait product portfolio as a preference.
Establishes productive, professional relationships with key personnel in Harris for assigned partner accounts.
Maintains high partner satisfaction ratings per Tait company standards.
Manages potential channel conflict, works closely with the Channel Enablement managers and channel partners using excellent diplomacy and communication skills both, internally and externally while following channel partner rules of engagement with the utmost integrity.
Performance Measurements
Sales quota achievement (Orders Booked) for assigned accounts
Works with the Tait sales and channel managers to plan mutual sales opportunity objectives, new deal registration targets, and sales revenue targets in each vertical, and identify critical milestones required to close those opportunities.
The BDM will be based in the US and will be field-deployed to focus on assigned opportunities, developing and growing new opportunities and markets and also supporting channel partners within the territory.
Specific Expertise
10 years of proven success in outside sales, with a minimum of 5 years' experience in Land, Mobile, Radio or directly related technology.
Experience selling or interacting with partners / and or customers.
Strong skills in communication, presentation and business acumen.
Demonstrated knowledge of a process for developing new markets, managing a large territory, including demand generation, channel partner development, forecasting, quota attainment.
Must be an aggressive self-starter with ability articulate Tait product and business strategies, and create the demand to grow the Tait brand.
Minimum 8 -10 years of channel or direct sales experience in technology sales.
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