Business Development Manager- Remote
Employment Type: Full-Time
What you will do
As part of a cross functional team, this person will be responsible for implementing channel sales strategies and delivering results to meet the IDC channel's key objectives. Additionally, this person will drive demand with strategic BAS products, will work with product management to develop differentiated value and be a key contributor to the overall success of the business. This person will support distributors, contractors, end-users, and other influencers in the BAS market to drive demand through the BAS controls product portfolio.
How you will do it
⦁ Maintain an understanding of the key market drivers for the BAS segment of IDC and specific vertical market offerings
⦁ Following the demand creation strategy, actively pursues new business in the market and drives business to our channel partners
⦁ Target vertical markets, call on and assist the channel account management team in capturing market share in selected verticals by attending joint sales calls.
⦁ Target strategic product lines for growth within the channel. Be a sales subject matter expert on strategic product lines and drive demand to the sales team with targeted customers. Engage with and drive demand at the end user level. Leverage partnerships with key partners to deliver results.
⦁ Actively attend monthly product development meetings and operational review meetings
⦁ Responsible for the support and execution of sales implementation strategies
⦁ Maintain an active cadence in Open Globe/Salesforce ensuring active participation across channels and manage a sustained hit/close rate to meet sales objectives
⦁ Participate and manage the success of New Product Introductions (NPI)
⦁ Establish a high-level technical understanding of the offerings to effectively develop value creation and solutions as well as feedback to product management for further development and line extensions
⦁ Partners with Key and Target customers to reach optimal sales levels.
⦁ Recommends product solutions. Links solutions to customer goals and strategic initiatives to provide a value-add solution and competitive advantage.
⦁ Differentiates and leverages Johnson Controls product offerings from competitors based on the overall benefit of doing business with Johnson Controls.
⦁ Creates partnering opportunities with the principles responsible for the decision-making process. Build C-Suite level relationships with the key stake holders (owner, engineering, purchasing, quality, leadership, sales, etc.)
⦁ Actively listens, probes customers to identify concerns.
⦁ Understands customer's business and speaks their language.
⦁ Develops credibility, loyalty, trust and commitment.
⦁ Manages ongoing sales process and responds to and anticipates customer needs.
⦁ Involved in the development and execution of account sales.
⦁ Works well with territory and regional teams to accomplish sales initiatives
Qualifications - External
What we look for
⦁ Undergraduate degree in Mechanical/Electrical/Computer Engineering
⦁ A strong understanding of the two-step distribution market
⦁ 10 years' experience
⦁ Master's degree in Business
⦁ Experience managing complex accounts and managing across organizational structures
⦁ Demonstrate a strong capacity to handle uncertainty, incomplete data sets and the overlap between technical and business offerings
⦁ Strong collaborative foundation with an empathetic leadership approach
⦁ Able to lead through influence and have strong teamwork and collaborative skills