Business Development Executive
Location
New Delhi | India
Job description
The big picture
The Civil and Environment segments are areas of significant importance and potential growth for Seequent and form a core part of the APAC region's three -year growth plan as well as Seequent's wider strategy of building a diversified business across the Mining, Civil, Energy and Environmental segments.
As a Business Development Manager your role (which will be based in our Delhi office, India) will be focused on growing developing new relationships and business through India's Civil and Environmental Segments. Due to current size and complexity of these accounts along with the potential opportunity for growth, a dedicated business development focus is required.
The goal of this role is to enable the region to meet its strategic objective of sustainable, long-term sales growth. You will be working closely with the Director, Emerging Segments, APAC to define a detailed regional segment strategy which supports our growth aspirations.
Our expectations of you
Business Development, Pipeline and Lead Generation
- Stay abreast of activities within market and associated with accounts where assigned. Understand who to engage with in the greater business to further opportunities that may arise.
- Understand and quantify potential opportunities and, where operating through existing managed accounts, ensuring that the opportunity for solutions is well articulated within account plans.
- Understand our (potential) customers technical problems / customer needs and set meetings with appropriate Seequent team members to further these opportunities.
- Manage and lead the negotiation and closing of business to business/sales contracts.
- Responsible for the accuracy of content in the CRM.
- Work with the partners (or similar) to drive growth in the region.
- Ensuring that all opportunities are well documented are identified in the CRM for forecasting.
- Ensure there is an appropriate level of focus on the Civil and Environmental solutions within target accounts.
- Provide accurate reporting on status as and when required.
What Success looks like:
- Delivery against prescribed targets and plan.
- The Segment, through execution of its plan, is forward-looking and has adequate pipeline to support achievement of all quarterly, annual and long term sales targets
- The segment achieves long-term sustainable revenue growth in line with the regional and global strategy
Sales Management
- Work with the Director, Emerging Segments, APAC to develop and execute the sales plan for the Civil and Environmental Segments.
- Ensure that Seequent's offerings are included within managed account plans - both those assigned to the segment and other segments where the Civil and Environmental offerings and opportunities are meaningful (eg Mine Closure).
- Stay abreast of activities within market and associated with accounts where assigned. Understand who to engage with in the greater business to further opportunities that may arise.
- Understand our customers technical problems / customer needs and set meetings with appropriate Seequent team members to further these opportunities.
- Manage and lead the negotiation and closing of business to business/sales contracts.
- Responsible for the accuracy of content in the CRM.
- Monthly sales and annual target forecasting of assigned accounts within the Civil and Environmental segments.
- Customer catch up meetings (quarterly) with assigned accounts.
What Success looks like:
- Achievement of sales targets
- Work with the Director, Emerging Segments, APAC and the Segment Directors for Civil and Environment to develop a detailed regional Segment Strategy for these segments which supports the region's short and medium term strategic and growth plans.
- All sales opportunities are identified and action plans to advance and gain new business is initiated with urgency.
- Business to business/sales contracts are negotiated and closed within an acceptable timeframe and to business standards.
- All sales and customer information accurately recorded in the company's CRM system.
- Growth objectives are met or exceeded
Strategic Planning
- Executing the segment strategy to grow the Civil and Environmental segments in India. This includes business development and account management strategies and should consider opportunities to leverage all of Seequent's channels (direct, reseller, Bentley, digital) to enable this growth.
Skills, knowledge and competencies required to be great at this role
- Located in India to facilitate the growth in this high growth market.
- 10+ years' experience in either the Civil or Environmental industries
- Experience in business development in consulting business with a strong commercial acumen and track record in sales, pipeline management and forecasting.
- Experience with Saas software selling; Value Based Selling
- Good knowledge of geotechnical engineering - consulting experience a plus
- Well-connected within industry
- Attention to detail with excellent organisation skills.
- Superior presentation and communication skills, both written and verbal
- Technical skills required to understand and propose products or solutions by focusing on client requirements.
- Ability to communicate information, whether technical or non-technical to staff members and customers, in a clear and concise manner
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