Business Development Manager
- East Kilbride, Glasgow, UK
Delta Group established our EMEA operation in 1995 with region headquarters in Hoofddorp near Amsterdam to pursue Delta's corporate mission: "To provide innovative, clean and efficient energy solutions for a better tomorrow." For nearly 20 years, Delta EMEA continues to dedicate in R&D to support the most important businesses with advanced energy-saving technology and solutions. With the acquisition of Energy Systems business from Ascom, a Swiss company in 2003, and Eltek ASA, a Norwegian company in April 2015, Delta has inherited the excellent engineering resources and power design knowledge since 1906 and further development into telecom, industrial and medical markets. It is a significant step forward in Delta’s ability to offer complex high-power solutions, a broader product portfolio and strengthened Delta's position in the European market.
As a Business Development Manager, you will be mainly responsible to increase VIVOTEK brand sales (some in-house/White brand sales if necessary and approved by Regional Sales Manager) by creating demand and project leads through business development with SI, installer, large end-users, and major influencer groups.
The Business Development Manager is responsible for developing, building, and optimizing relationships with Key SI, End customer and Consultant for the responsible region. The Business Development Manager will be in charge of some distribution channel management in UK and can suggest / introduce to VIVOTEK Regional Sales Manager potential candidates, yet the final decision will be decided by the latter.
This position is mainly to cover UK region
Your responsibilities include:
Building-up and organizing business development activities in the country.
Building and deepening the relations with systems integrators, distributors, consultants, and end users to benefit the use of IP Video and VIVOTEK cameras.
Recommend proper VIVOTEK brand camera solutions and with adequate solution bench marking.
Generate, following-up and winning project leads in country and focused vertical markets.
Active involvement in tender specification of large projects, driving specification of VIVOTEK and convert such tenders into leads.
Presenting, discussing, adjusting and following-up technical and commercial solutions with the end-user and all relevant parties.
Develop and deliver a detailed business plan for those identified as strategic development and technology partners relevant to the region.
Identifying, visiting on a regular basis and winning main decision makers.
Arrange and execute site visits to conduct product demonstrations, presentations, and speaking seminars
Actively host sales webinars online or sales call, and capable of planning, preparing, set-up and presenting in exhibition and other sales activities.
Prioritize direct and in-direct partners and opportunities with best go-to market & business model proposal, and work with the Regional Sales Manager to ensure VIVOTEK given annual sales target achieved.
Able to cope with supply chain & logistic in EU & TW to ensure sales orders are fulfilled smoothly.
Determine quality of a prospect to responsibly pursue and manage time.
Providing VIVOTEK with feedback on products, market sizes and trends, customers’/end-users’ needs and supporting collection of competitors’ information.
Prepare weekly report with new and existing projects, customer status & sales number updates with actions plans provided for sales number gap.
Develop and track personal objectives and KPIs to measure performance
Maintain CRM system and other reporting system, information exchange platforms.
Provide bi-annual business plan for review and action plan proposed to ensure VIVOTEK brand business development in the relevant region
Perform other related duties as assigned.
Native British English speaking is a must.
Good English verbal and written communication skills.
Matching up at least 2~3 of below experience:
Excellent knowledge of networking principles, IP communication and CCTV.
Experience of selling IP cameras to ANPR solution provider, Traffic Radar solution Provider, Weighting system solution provider is a plus.
Experience with UK railway, tramway, buses market and major account is a plus (PIR, APC…etc).
Influential relationship with National System Integrator Branches (CHUBB, Standley, JCI…etc) is a plus
Experience with consultant companies in above sectors is a plus
Possesses strong analytical and troubleshooting skills
Strong public speaking skills
Persistent and pro-active
Multi-tasking and time management skills
Proven track record with Business Development & Account Management
Fluent in Microsoft Office applications
Responsible independent drive
Resourceful & Networking
Pleasant, friendly style of verbal and written communication
Work well in a team environment and willing to work for an Asian company