customer facing, cross product offer and customer intimacy relationship development, sometimes requiring regional sales overlap.
Strong analytical skills
Identify, develop and manage all business opportunities within the account
Map the account by identifying all buyers and influencers to create a constant string of revenues, achieving / exceeding the targets
Establish long term relationship with the Senior Exec staff and get support from ADI Senior Management in leveraging that constant relationship
In collaboration with marketing, build a specific value proposition for the account
Maintain accurate monthly forecast and sales opportunity pipeline
Creation and execution of detailed sales plan to achieve revenue objectives
Duties and responsibilities include developing and executing business partnership strategies
Responsibilities will cover all facets of strategic key account business development, identifying new market opportunities for partnerships, identifying partners, initiating conversations, enumerating requirements, negotiating terms, closing deals and support account receivables collection
Focus on the development of national / international accounts
Develop and maintain close working relationships with appropriate internal and external resources and partners
Participate in account planning and strategy activity
Understand and appropriately leverage sales and support resources
Maintain high level of knowledge of our product offerings, roadmaps, competition, pricing, market share, and key product differentiation
Work to increase awareness and interest in our products and solutions
MUST HAVE :
5 to 10 + years background in the security products / distribution industry, ideally with previous business development experience across any of the following :
Fire, suppression and detection
Tenders, Projects / Multinational Sales and bill of quantities (BOQ) experience will be an advantage
A clear proven understanding of developing partnerships, and co-selling relationships.
Demonstrated ability to lead effectively in a small and collaborative environment and deliver against ambitious targets.
Results orientation and strong decision making skills with the ability to prioritise multiple objectives and meet aggressive deadlines.