Business Development Specialist

Job description

Not just a job, but a career the employer, award winner for ‘Best Asset Monitoring Technology’ and ‘Best Digital Twin Technology’ at the HP Awards, is a leading provider of industrial automation, test and measurement, information systems and industrial services in several industries. Our aim is to shape a better future for our planet through supporting the energy transition, (bio)technology, artificial intelligence, industrial cybersecurity, etc. We are committed to the United Nations sustainable development goals by utilizing our ability to measure and connect. About the Team Our 18,000 employees work in over 60 countries with one corporate mission, to "co-innovate tomorrow". We are looking for dynamic colleagues who share our passion for technology and care for our planet. In return, we offer you great career opportunities to grow yourself in a truly global culture where respect, value creation, collaboration, integrity, and gratitude are highly valued and exhibited in everything we do. RESPONSIBILITIES ◆ Business Development Monitor and assess sales and market data for a specific geographic region that will assist management in identifying areas in the market where business can be developed. ◆ Customer Needs Clarification Set clear objectives for each sales call or meeting, use standard materials to make a presentation to the customer, and ask relevant questions to evaluate the customer's level of interest and to identify and respond to areas requiring further information or explanation. ◆ Customer Relationship Development / Prospecting Develop and implement a customer contact plan to communicate product launches and engage the potential customers in relevant sales campaigns to build new relationships. Act as first point of contact for customer queries and complaints and resolve these, referring complex issues to others and ensuring that the customer receives an appropriate response. ◆ Sales Opportunities Creation Identify potential customers by obtaining information, referrals, and recommendations from existing customers and other contacts and/or through participation in trade shows and conferences. ◆ Sell Customer Propositions Identify the products or services that best meet the customer's stated needs, use personal expertise to propose quantities and product configurations, explain the selection to the customer, and invite the customer to make a purchase at the standard price/terms and conditions of sale. ◆ Customer Relationship Management (CRM) Data Monitor team members' use of the customer relationship management system, identifying and resolving standard issues and escalating these to a senior manager as appropriate. ◆ Operational Compliance Develop knowledge and understanding of the organization's policies and procedures and of relevant regulatory codes and codes of conduct to ensure own work adheres to those standards. Obtain authorization from a supervisor or manager for any exceptions from mandatory procedure. ◆ Personal Capability Building Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching, gain or maintain external professional accreditation where relevant to improve performance and fulfill personal potential. Maintain an understanding of relevant technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media. Behavioral Competencies ◆ Customer Focus Builds strong customer relationships and delivers customer-centric solutions. For example, keeps in contact with customers to ensure problems are resolved, or to improve customer service. Studies customer feedback and emerging customer needs and uses these to determine some creative new ideas. ◆ Manages Complexity Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, looks at complex issues from multiple angles, explores issues to uncover underlying issues and root causes, sees the main consequences and implications of different options. ◆ Business Insight Applies knowledge of business and the marketplace to advance the organization's goals. For example, understands the main business fundamentals. Tries to learn the organization's key drivers, industry developments, and trends, seeks guidance to understand choices. ◆ Drives Results Consistently achieves results, even under tough circumstances. For example, does what is necessary to meet goals and deliver expected results with acceptable quality. Shows consistent effort to complete even unpleasant or routine tasks in a timely manner, maintains work focus despite obstacles or setbacks.

Requirements

• ◆ Customer-Focused Approach
• Works without supervision and provides technical guidance when required to orient the seller's organization around delivering to the key needs of their customers.
• ◆ Initiates Compelling Sales Conversations
• Works without supervision and provides technical guidance when required to propose a mutually agreed-upon agenda to start sales conversations that offer value to the client.
• ◆ Knows the Buying Influences
• Works without supervision and provides technical guidance when required to accurately identify and understand the key buying influences pertaining to an opportunity.
• ◆ Manages Buyer Indifference
• Works without supervision and provides technical guidance when required to acknowledge and ask questions to understand the circumstances surrounding client indifference.
• ◆ Understands Buying Influencer Needs
• Works without supervision and provides technical guidance when required to quickly and accurately define the needs of the key buying influencers.
• ◆ Builds Rapport
• Works without supervision and provides technical guidance when required to quickly and effectively establish trust within the buying centers in the client’s organization.
• ◆ In-Depth Questioning
• Works without supervision and provides technical guidance when required to explore the depth and breadth of a problem, draw out the implications of not changing, and help clients self-discover and articulate the value of a solution.
• ◆ Manages Resistance
• Works without supervision and provides technical guidance when required to acknowledge a client's indifference and gain agreement from the client to discover the root causes of resistance.
• ◆ Navigates Customer Challenges
• Works with full competence to navigate conversations in which the customer is frustrated or unhappy with the organization. Typically works without supervision and may prov

Skills