Business Development

Join a team recognized for leadership, innovation and diversity

Business Development activity is a key element of this role to promote and specify Tridium’s Niagara products to end users, influencers and technology partners across multiple verticals.

Based in either Switzerland / Belgium and reporting to the EMEA Business development Director, the BDM will be required to take direct ownership and responsibility of key customer relationships in France and surrounding Western European Territories, with some requirement for ownership of relationships in the wider EMEA region. This will include a present customer base but will chiefly require the BDM to identify new territories, verticals and customer opportunities, and develop and manage these to become long-term users of Tridium’s products.

Goals:

• Primary customer interface responsible for the development of new business and new relationships in pursuit of growth for Tridium EMEA.
• Establishing and owning the plans and strategies aimed at serving and expanding the customer sales base in region.
• Dissemination of key messages, initiatives, and of information pertaining to the value Tridium brings to targeted customers, opportunities, and solutions.
• Driving sales through understanding of the target customer’s business, drivers, and organization, and an understanding of the value that Tridium brings to them.
• Partner with potential customers, establishing relationships & maximizing the business potential for both parties.
• Team with assigned Account Managers to ensure One Team environment.

Key Role Requirements:

• Identification of potential new customers and their subsequent development to become either direct or indirect customers, with offloading to regional sales teams
• Ownership and responsibility of all customers in the region (internal and external) and creating relationships with key customer staff at all levels.
• Contribution to Tridium’s’ strategy and its implementation via market research and business development.
• To regularly ensure that the CRM and other relevant databases are suitably updated and modified to include latest information and impart knowledge to further assist the EMEA team’s ability to create reports and manage sales for both current and new customers.
• Participate and contribute to team meetings and other company events across the organisation
• Preparation and maintenance on a regular basis of business development plans for each new account identified
• Contribution to team sales meetings on a regular basis
• Co-ordination with BDM’s in other regions.
• Territory and Opportunity, Plans and Strategy
• Growth and focus on new customers and new opportunities
• Customer specific pursuit plans
• Orders and margin above set quota in support of Annual Operating Plan
• Accurate forecast of orders and growth opportunities.

Responsibilities:

Business Relationships:Develop new customer relationships; Calling at all levels, including senior levels, of target customer organizations; engaging early in the customer buying process to discover customer needs Tridium and fulfill.

Sales Process:Continuously identifies new sales opportunities and focuses on providing consultative support by building value propositions for the customer; Manage and build customer contacts; Focal point for relationship strategies, sales plans, proposal strategies, and contract negotiations, for pursuits in play.

Customers: Engage technical buyers, economic buyers, and relationship buyers; engage customers at all levels in any organization including executive level decision makers; could potentially pursue $1-$10M opportunities; could include competitively advantaged opportunities.

People Management:Leverages resources to address customers’ drivers and initiatives; Guides and leverages management and executive sponsor interactions with new customers.

Results:Profitable growth and focus on new customers and new opportunities; Orders and margin above set quota in support of Annual Operating Plan.

Additional Information

• JOB ID:HRD200769
• Category:Sales
• Location:1st floor Javastrasse 2 (HBS),Volketswil,ZURICH,Switzerland
• Exempt