Job Description

The Regional Business Development Representative is primarily responsible for the development of new business and management of direct accounts within the defined territory/markets. This role is primarily responsible for lead response and pipeline management to conversion. The position will also be asked to proactively generate market opportunities and lead generation. These applications will build on our world-leading inertial navigation core technology and the brand reputation of products in core markets.

In a nutshell:

There will be a good amount of inbound leads through web leads like LinkedIn (5-10 daily average). This isn't a ton of B2B - not a ton of phone activity, this will be more email heavy. You will be responsible for setting up Microsoft Teams calls with clients and running most of your meeting remotely until an onsite meeting is needed. You're selling components, so customers will want to see a price through a meeting you setup and will walk them through the process. You will also attend conferences here and there for lead generation and branding.

Duties and Responsibilities

 - To achieve sales target through management and development of current and new business (direct customers, integrators or end users).

 - Manage forecasting and pipeline by utilizing the opportunity tracking system to manage, track, and report on all sales activities; provide accurate, detailed forecasts for customers in which the business development manager is responsible.

 - Attend exhibitions and trade shows as required to meet customers, develop contacts and to seek new opportunities.

 - Develop technical knowledge of existing products, technology, and capabilities to provide

 - customer training and demonstrations.

 - Provide feedback to other parts of the business including to Product Engineers/Product Managers on product or services features or ideas.

 - Work collaboratively with all colleagues across the organization to handle customer requests.

 - Assist in the preparation of order forecasts.

Business Development

 - Responsible for the identification, investigation, and development of emerging opportunities.

 - Investigate new markets and opportunities and implement the plan for sales growth.

 - Working with Product Engineers/Application Engineering, take viable options for new solutions or business models, to test by prototyping with users and Key Opinion Leaders.

 - Identify and map the key stakeholders and decision makers around projects and opportunities.

 - Develop compelling rationale for investment in the opportunity and gain business buy-in.

 - Create and deliver presentations, coordinating appropriate resources for customer visits.

 - Launch successful applications into the core business.

Key Account Management

 - Manage the day-to-day commercial relationship with current direct accounts within the defined market/s and grow the existing accounts.

 - Develop detailed strategic plans to manage territory; identify and grow business for both short- and long-term revenue growth.

 - Know and be known by your customers; maintain a regular presence with customers including regular documented quarterly business reviews for key accounts. Secure targeted meetings to identify and advance opportunities with your customers.

 - Identify customer's needs, goals, and challenges, and provide solutions to these through the proper positioning of products, services, knowledge and expertise; inform, train and influence customers.

 - Identify specific customer requirements that may require development and lead process to justify development with Product Engineers/Product Managers and Application Engineering.

 - Lead and organize internal colleagues around presenting to, or supporting your customers including potential customers; provide input and direction on content, customer needs, drivers, audience profile, etc.

Enquiries and Quotations

 - Manage the process from initial enquiry through to one-off sale or regular repeat business.

 - Act as first line for commercial issues escalated by either Support Engineers and/or Sales Administrator or Internal Sales Specialist escalating to and working closely with the Business Managers and/or Chief Commercial Officer as necessary to resolve these issues.

 - Provide commercial support for direct business, ensuring the customer selects the correct equipment, that orders or contracts are sound and profitable.

 - Answering sales queries on products, terms of business, etc., using email, telephone, Skype, etc. Communications to be well-written, clear and appropriately detailed.

 - Prepare and follow up on quotations for new sales and repairs/other services. Understand standard terms and conditions of sale. Operate the discounting policy. Select suitable products for the customers' needs.

 - Answer basic operational and application questions.

 - Write and negotiate contracts when required in conjunction with the Chief Commercial Officer and/or Business Managers.

 - Involve Product Engineers/Product Managers or Application Engineering, as appropriate, when more complex technical information is required from a customer.

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to HR@insightglobal.com .

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Skills and Requirements

*Bachelors Degree in any field

*3+ years of BDR experience

*Technical background or Software Sales background - candidates will need to demonstrate experience of sales or business development in a technically complex market.

*Experience using a CRM like HubSpot

*Articulate yourself well via email and phone

*Proficient in Microsoft Office Suite

*New Business Development: identification, investigation, and development of emerging opportunities. Build business models for new products and applications and implement those plans to deliver long-term sales growth.

*Account Management: develop strategic plans to manage the day-to-day relationship and growth of existing accounts, identifying customer needs, goals and challenges and providing them with suitable solutions. *Experience of the automotive testing and development and/or GNSS inertial navigation markets

*Experience of dealing with international markets. null

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal employment opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment without regard to race, color, ethnicity, religion,sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military oruniformed service member status, or any other status or characteristic protected by applicable laws, regulations, andordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to HR@insightglobal.com.