Business Development Manager

DUTIES & RESPONSIBILITIES

Drive strategic penetration of assigned end-user accounts by developing and executing account plans, building relationships with key stakeholders, identifying business requirements and active initiatives, communicating the value of SATO solutions, and coordinating channel partners and internal resources to support customer success.
• Develop end-user demand by engaging assigned accounts directly and/or through authorized channel partners, uncovering business needs, defining solution requirements, and positioning SATO products, software, and services.

• Identify, engage, develop, and collaborate with authorized channel partners that currently support, or have the potential to support, assigned end-user accounts, including facilitating introductions and helping partners establish new relationships within targeted end-user organizations.

• Develop and maintain annual account growth strategies including opportunity mapping, stakeholder engagement plans, partner alignment, and revenue objectives for assigned end-user accounts.

• Coordinate account activities with channel partners by providing opportunity updates, solution development support, product expertise, presentations, demonstrations, and access to appropriate SATO resources to drive successful customer outcomes.

• Protect and strengthen SATO’s channel relationships while pursuing end-user growth, including managing potential channel conflict and escalating alignment issues when necessary.

• Assess channel coverage and recruit appropriate channel partners when assigned end-user accounts lack adequate support, expertise, or geographic coverage.

• Achieve assigned targets for profitable sales volume and strategic objectives within assigned accounts.

• Lead and coordinate the opportunity-development process for assigned end-user accounts, including new-business targeting, solution development, internal and external resource alignment, channel-partner coordination, proposal support, and successful delivery of the SATO solution.

• Identify and coordinate appropriate internal and external resources, communicate relevant information, and build customer-focused relationships.

• Apply consultative problem-solving skills and internal and external collaboration to create customer value, maximize account penetration, and grow sales across the complete SATO product and solution portfolio.

• Conduct regular account and business reviews with assigned end users and relevant channel partners, establish action plans, define responsibilities, and measure progress against agreed objectives.

• Maintain up-to-date knowledge of relevant markets, technologies, products, and services by completing internal training and researching external content as necessary.

• Complete necessary reporting in a timely manner, including but not limited to forecasting, SFDC opportunity logging, and project updates.

• Provide timely, thorough, and professional responses and assistance to internal and external stakeholders.

• Seek new opportunities through networking, cold calling, and social media channels.

• Prepare and deliver appropriate presentations on products and services.

• Participate in conferences, exhibitions, and industry meet-ups for business development as required.

• Effectively communicate issues, escalations, and opportunities to various departments within SATO.

• Negotiate contracts to arrive at the best deal for the customers, partners, and SATO.

• Promote a positive and collaborative team environment at SATO.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Minimum 5 years successful sales experience using consultative selling and closing skills in technology environment.

• Excellent verbal, written and interpersonal communication skills coupled with solid technical abilities.

• A demonstrated ability to close a sale that may consist of a long selling cycle.

• Must be technically savvy having a basic knowledge of PC level local and network hardware and host system understanding and communications. Proficiency in Microsoft Word, Excel, PowerPoint, and Outlook software.

• A strong working knowledge of AIDC solutions and their associated selling techniques.

• Understanding of RFID technology and applications.

• A self-starter who can manage sales goals through prospecting, lead qualification, forecasting, resource allocation, account strategy and planning.

• Ability to manage a sales process, including negotiating sales opportunities to closure, through a deep understanding of a prospective customer buying process.

• Able to create and conduct formal presentations.

• Experience in developing product and solution offerings.

• Perform all other duties as assigned.