Business Development Manager, APAC (Safelocks)

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Job Summary:

Reporting directly to the DVP Sales APAC, the Business Development Manager will be responsible for managing and developing the dormakaba safe lock accounts within Southeast Asia. A proficient understanding of the market is required to work with various departments and levels of management to grow and maintain our portfolio. Our accounts are made up of both distribution partners and equipment manufacturers.  The Business Development Manager will be responsible for generating new revenue within the existing account base and development of new business.  Spending time on premise or at networking functions and/or tradeshows will be a key component of this role.

Specific Responsibilities:

1. Jointly develop end user opportunities by marketing company product lines and offering value-added services to prospective end users.
2. Ensure proper training programs are in place for accounts with product management, travel on premise to various client locations.
3. Develop new angles of business opportunities by marketing company product lines and offering value-added services to our existing accounts.
4. Maintain relationships with established end user accounts by coordinating with the Distributor/Manufacturer to achieve and maintain satisfactory solutions to the end user.
5. Gain understanding of new and current end user needs by following a consultative selling approach. This will allow the Representative to earn end user trust and potentially uncover additional opportunities.
6. Responsible for implementing tactical programs, such as, but not limited to, “pilot” programs, etc., in an attempt to influence end users to switch from a competitive brand.
7. Maintain close communication and coordination with the manufacturing team to ensure we are meeting end user needs in conjunction with the Customer Service Team.
8. Provide end users with consultations, develop professional presentation skills and provide system recommendations.
9. Market/sell the entire dormakaba safe lock product line. Align with the subject matter experts/Product Management- as needed to uncover more opportunities with end users.
10. Develop ability to make competitive comparison presentations to end users.
11. Assure completeness of all Account and Opportunity records and track all work in Salesforce.com.
12. Work closely with teammates to achieve the monthly, quarterly and annual goals in place for the region or assigned territory.
13. Establish periodic goals and objectives, understand how they will be measured, receive feedback from DVP of Sales and work towards achieving these agreed upon results within the stated time period.
14. Establish on premise scheduled business reviews with all key accounts in portfolio on a quarterly basis. In some cases, upon client approval, these meetings can be held remotely.
15. Become technically proficient in the safe lock product line to be able to assist with training, initial setup of systems and basic troubleshooting advice with customers,
16. Perform other duties as assigned to support the objectives of sales leadership.

Knowledge/Skills/Abilities:

• Develop a philosophy of relationship management and associated techniques consistent with corporate objectives, goals and stated policies.
• Works under general supervision and relies on general knowledge and sales experience to achieve goals and deliver sales plans.
• Organization and time management skills required.
• Knowledge of safe lock product lines preferred electronic sales experience a plus.
• Knowledge of IP technologies and networking desired.
• A good engineering knowledge is desired for the ability to basic troubleshoot with customers.
• Possess excellent interpersonal skills.
• Must possess the ability to make group presentations.
• Salesforce.com experience preferred.
• Skills and experience with personal computers, including electronic E-mail, personal scheduling, word processing and electronic spreadsheet skills.
• Travel 40%+ (Tradeshows, training, client meetings)

Education/Experience:

• B.S. in Sales, Business, Marketing or similar field preferred
• 2 - 4+ years’ sales/client engagement experience
• Good English Language Skills are essential another additional Southeast Asian language would also be preferred.

Key Dimensions:

• Building End User loyalty
• Sales Ability/Persuasiveness
• Meeting Leadership
• End user Focus.
• Continuous Improvement
• Follow-up: Communication

Functional Requirements:

• Must be able to make sales calls to end user sites by telephone and in person.
• Must be able to verbally communicate via telephone.
• Must be able to manipulate a computer keyboard.
• Must be able to lift up to 20 pounds.
• Must be able to use public transportation for business travel where required.
• Must have good vision with the ability to adjust focus, with or without correction.

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Diversity, Equity & Inclusion is part of our overall business and sustainability strategy. We consider all applicants equally throughout the whole recruitment process without regard to culture, age, ethnicity, gender identity, disability, marital status, language, national origin, physical/ mental ability, religion, sexual orientation, socio-economic status, underrepresented communities, etc. We do not use unfair selection methods for any of our positions, all employees are appointed based on performance and suitability for the role.