Business Development Manager
Iron Mountain
مجموع سنوات الخبرة :18 years, 6 أشهر
Products: PRM, Scanning Services, RPA, BPM, DMS, FAM, Artificial Intelligence, etc.
Responsibilities:
• Develop and execute effective sales and business development strategy in line with the overall business plans and direct the team towards achieving sales and business objectives.
• Source prospective clients through referrals, networking, social media, internet research, sales leads and direct contact.
• Manage a portfolio of accounts (BFSI & Corporate) to manage sales of company products and services.
• Understand the market dynamics through market research, analyze competitor moves to generate market-share metrics, identify business growth opportunities and adjust business plans to capture market share in new areas.
• Develop and maintain in-depth knowledge of company offerings to identify profitable business opportunities.
• Develop and manage strategic partnerships to grow business; develop new-business proposals and presentations that create and nurture opportunities and partnerships.
• Network with clients and develop new account relationships; maintain existing client relationships using excellent communication skills, strong follow-up and sharp attention to detail.
• Manage key accounts that are critical to the business continuity as well as develop existing accounts to key accounts.
• Responsible for the presales activities & presentations to the client as per their requirements; attend client meetings and deliver sales presentations to high-level executives.
• Develop effective business plans for improving the sector and avoid customer churn through up-sell & cross-sell.
Products: Banking Solutions, ERP, HR Payroll, CRM, HCM
Responsibilities:
• Managed the sales department, led the team to achieve sales targets and contributed to business growth through effective key account management for new products, solutions, upgrades and new licenses.
• Supported the sales team in attaining monthly and annual targets through proposal writing, contract development, and effective communication with new and existing clients.
• Developed effective and specific account plans to ensure revenue target delivery and sustainable growth.
• Identified potential products based on the custom needs of large merchants across diverse domains.
• Built and maintained healthy relations with large merchants/partners for qualified opportunities and led them to closure.
• Acquired a thorough understanding of key client requests, technical needs and other requirements from the clients.
• Expanded the relationships with existing customers by continuously proposing solutions that meet their objectives; monitored and ensured that the correct products and services are delivered to customers in a timely manner.
• Served as the link of communication between key customers and internal teams; resolved any issues and difficulties faced by customers and dealt with complaints to maintain trust.
• Utilized public information and network of contacts to develop marketing intelligence for generating leads.
• Identified new business development opportunities and achieved market share growth for Digital Payment Solutions.
• Spearheaded efforts to achieve the revenue and margin targets and ensured YOY growth in products, consulting and software development market share.
• Provided timely response to RFP/RFQ/RFI and ensured highest efficiency in delivering digital payment services including installation, provisioning and after-sales support.
• Monitored the market, maintained an awareness of competitor activity, and recommended appropriate countermeasures.
• Prepared regular reports on growth and forecasts to internal and external stakeholders using key account metrics.
Products: Microsoft Dynamics AX, GP, CRM, Shared Services & MOSS
Responsibilities:
• Developed effective and specific account plans to ensure revenue target delivery and sustainable growth.
• Ensured a strong and healthy pipeline and generated leads for both license and service revenues
• Obtained and maintained long-term key client accounts by comprehending their requirements and accordingly providing company services/product offerings. Resolved customer complaints regarding sales and service.
• Developed and maintained healthy and strong relationships at all customer levels; acquired a thorough understanding of their needs and requirements.
• Identified and qualified opportunities and met the essential customer periodically to enrich the relations and retained accounts through the development of strong relationships with key decision-makers.
• Expanded the relationships with existing customers by continuously proposing solutions that meet their objectives.
• Represented the entire range of company products /services to the assigned customers; led the customer’s account planning cycle and ensure that the client’s needs and expectations are met by the business.
• Presented and demonstrated the value of Avallis partner products and solutions with C level executives; participated in Avaali events to message Avaali right to customer and partners.
• Developed a solid and trusting relationship between major key clients and company, ensuring that profitable sales volume and strategic objective targets are met for the assigned key accounts.
• Monitored the performance of account executives and account teams; maintained an active pipeline of forecasted sales to meet monthly quota objectives while working through each opportunity.
Products: ERP, HR Payroll, CRM, ARMS
Responsibilities:
• Rendered professional ERP system advice to corporate clients; managed and responded to sales enquiries and tender, and coordinated presales engagement.
• Provided accurate forecasts and pipeline data as well as market information, competitors' products and activities on a regular basis to the management.
• Developed new accounts and achieved or exceeded the sales targets set by the company through value creation selling activities in the assigned areas.
• Determined the technical requirements to meet client goals and acted as liaison between the organization’s sales/business development and technical teams.
• Defined, scoped and presented solutions to client, led solution demonstrations to clients, liaised with the sales team to quality new opportunities and ensured proposed solutions are properly defined, scoped and presented.
• Responded to requests for information or requests for proposals from customers, and provided the technical details of proposed solutions.
• Conducted market research to identify selling possibilities and evaluate customer needs. Reviewed sales plans periodically to maintain sales targets and made decisions to respond to market and unforeseen changes.