Business Dev Manager DACH

Vor 6 Tagen

Berlin, Berlin, Deutschland Imaging Business Machines GmbH Vollzeit 50.000 € - 100.000 € pro Jahr

PURPOSE:

ibml is looking for a Business Development Manager (Sales) to identify new opportunities for Capture Solution sales and moving those opportunities to closure.

The role will focus on the sale of ibml's full portfolio (hardware, software & services) to new, and existing, end user accounts.

Sales will be to the territory defined as DACH (Germany, Austria, Switzerland).

The role will report directly to the General Manager EMEA.

JOB DESCRIPTION:

ROLE AND RESPONSIBILITIES

  • Work closely with ibml's General Manager & VP – EMEA to develop sales strategies to sell Capture Solutions to prospective clients in the high-volume scanning and data capture market.
  • To present and sell the full ibml portfolio (hardware, software & services)
  • To generate 'Net New' accounts for ibml (you will account manage any net new accounts thereafter and benefit from any BDM generated follow-on business)
  • To account manage and develop existing direct accounts.
  • The BDM active sales territory will be DACH (GERMANY, AUSTRIA, SWITZERLAND).
  • Develop prospecting and sales plans in conjunction with the General Manager.
  • Develop and maintain an understanding of all ibml products and services.
  • Engage and assist the sales engineering group during the sales process to collect accurate requirements from prospective clients.
  • Clearly articulate the value of ibml's software products to C-Level upper management and middle management executives.
  • Respond quickly and thoroughly to prospect enquiries and issues.
  • Develop system configurations and price quotations.
  • Initiate, create and conduct sales/ product presentations both in person and via the web.
  • Maintain close contact with the client and ibml's implementation team during the implementation process.
  • Ensure overall customer satisfaction with ibml products and services.
  • Attend, participate and support ibml marketing events.
  • Maintain up-to-date activity and opportunity (pipeline and forecast) reports (via HubSpot).
  • Exceed quarterly and annual sales objectives

PREFERRED SKILLS, QUALIFICATIONS AND EDUCATION REQUIREMENTS

  • Minimum 2 years selling software and/or hardware-based solutions to prospective clients; Hunter sales approach
  • Bachelor's level degree (or equivalent) in a technical or business field preferred
  • Experience in Financial Solutions, Banking and Insurance markets would be considered a plus
  • Experience in intelligent document recognition, electronic content management or related area would be considered a plus
  • Consultative selling or solution selling business-to-business is crucial
  • Ability to travel in DACH (& more widely in Europe when needed)
  • Excellent oral and written communication, planning, presentation and organization skills
  • Strong consultative problem-solving skills with a client service orientation
  • Realistic scheduling and observance of deadlines
  • Integrity, creativity, intellectual curiosity, persistence, and achievement oriented
  • Ability to work collaboratively in a team-based environment
  • Ability to prioritize and work independently without well-defined tasks
  • Proficient knowledge in the following areas: Microsoft Office (PowerPoint, Word, Excel)
  • CRM (desired)
  • Fluent in German & English (including written)

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