Business Development Representative

MISSIONS & RESPONSIBILITIES

BUSINESS AS USUAL
-Increase opportunity pipeline and win rate on new markets/ products/customers
-Better qualified opportunities (profitable)
-Prepare the ground for better capture: acts as the prospect / customer's trusted advisor & shaper
-Better understanding of prospect / customer needs
-Shape solutions according to our product policy

NEW BUSINESS
-Explore, Test & Orient Market
-Identify potential leads
-Successfully implement a new offer: win first contracts
-Build a partnership model with the customer
-Promote innovation capabilities
-Define winning play area: which customers, areas, go to market
-Ensure alignment between leads & BL strategy & KAM
-Identify potential showstoppers in the early phase
-Identify scenarios for winning the opportunity, in particular partners
-Support the capture team as a capture team member

DECISIONS OWNED / KEY DELIVERABLES
-Team/resources needed
-Dedicated budget (campaign/demo/R&D) entrepreneur

DELIVERABLES PRODUCED
-Business plan /case
-MOU/ Partnership agreement/LOI/contract
-Value proposition
-BD plan
-First sales enablement kit
-Customer Support & Services (innovation)

KEY INTERACTIONS
-PLM/product owner
-Marketing /Technical teams
-Segment Marketing
-SAM/KAM
-Sales

SKILLS & EXPERIENCE REQUIRED
Business as usual:
-Technical operational knowledge
-Knows and understands BL(s) product policy
-Builds trust in the long-run (internal & external)
-Listening, communication & negotiating skills
-Team spirit, performs through cooperation

New Business:
-The same +
-Thinking out of the box, creativity
-Builds trust & partnership
-Business Modelling

KPIs
-OI in new markets/products/customers,
-Increased pipe of profitable opportunities
-Market penetration
-First contract signed / established partnerships / Quick wins
-Customer Support & Services (innovation)