Make presentations to senior managers and decision makers Draft and deliver proposals Work with technical staff and product specialists where required to address customer requirements Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis Develop and maintain key account plans that identify opportunities for LANtech to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales Report on sales activity refer weekly sales meetings and interface with Sales Manager – Cultivate strong relationships with partner companies Work with marketing plan and execute lead generation campaigns Provide feedback to company management on market trends, competitive threats, unmet needs and opportunities to deliver greater value to customers by extending LANtech’s offerings Be a positive representative of LANtech and its brand in the market place and professionally promote the LANtech Professional and Managed Services in the market place Key Achievement Areas This role encompasses the following major functions or Key Achievement Areas: Customer prospecting Competitor analysis Knowledge Management Relationship / Team Participation What am I Supposed to do? How well am I Supposed to do it? Customer Prospecting As a Business Development Manager the Sales pipeline should include sales prospects primary function is achieving an expected level that are coming from new customers. The of new customer sales, as quantified by the new minimum number of prospecting phone calls sales targets. and face-to-face meeting is being achieved according to guidelines provided by the Sales It is expected that standard sale prospecting Manager. techniques be used in conjunction with New customer prospects are being qualified marketing campaigns or through your own direct in-line with the active qualification guidelines prospecting efforts. Prospecting should involve set by the Sales Manager direct mail, telephone prospecting and achieving new customer face-to-face meetings. Competitor Analysis The Business Development Manager is An active report of up to date competitor activity expected to maintain a watch on competitor in customers and prospective markets is readily activity and report this as part of the monthly available to the Sales Manager. sales analysis territory report format as required. Knowledge Management
Make presentations to senior managers and decision makers Draft and deliver proposals Work with technical staff and product specialists where required to address customer requirements Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis Develop and maintain key account plans that identify opportunities for LANtech to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales Report on sales activity – refer weekly sales meetings and interface with Sales Manager Cultivate strong relationships with partner companies Work with marketing plan and execute lead generation campaigns Provide feedback to company management on market trends, competitive threats, unmet needs and opportunities to deliver greater value to customers by extending LANtech’s offerings Be a positive representative of LANtech and its brand in the market place and professionally promote the LANtech Professional and Managed Services in the market place Key Achievement Areas This role encompasses the following major functions or Key Achievement Areas: Customer prospecting Competitor analysis Knowledge Management Relationship / Team Participation What am I Supposed to do? How well am I Supposed to do it? Customer Prospecting As a Business Development Manager the primary function is achieving an expected level of new customer sales, as quantified by the new sales targets. It is expected that standard sale prospecting techniques be used in conjunction with marketing campaigns or through your own direct prospecting efforts. Prospecting should involve direct mail, telephone prospecting and achieving new customer face-to-face meetings. Sales pipeline should include sales prospects that are coming from new customers. The minimum number of prospecting phone calls and face-to-face meeting is being achieved according to guidelines provided by the Sales Manager. New customer prospects are being qualified in-line with the active qualification guidelines set by the Sales Manager Competitor Analysis The Business Development Manager is expected to maintain a watch on competitor activity and report this as part of the monthly sales analysis territory report format as required. An active report of up to date competitor activity in customers and prospective markets is readily available to the Sales Manager. Knowledge Management