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Posted on 2021-09-15
Johnson Controls Hong Kong Limited

Business Development Manager, Retail Solutions

Johnson Controls Hong Kong Limited

What you will do

As a Business Development Manager for Sensormatic Solutions you will be responsible for identifying new logo opportunities and driving these transactions in HK Market. The Business Development Manager role is a New Business Sales role, is quota bearing and bringing new sales revenue forms the primary performance objective. It is performance based and measured against both sales and Sensormatic Solutions enterprise KPIs. This role will focus on new logo acquisition and demand generation. This role promotes Sensormatic Solutions in the marketplace, and will be responsible for building relationships with targeted retail clients.

This role will both frame and drive business opportunities, leveraging the Sensormatic Solutions/JCI Delivery teams. This will also involve the shaping and framing of propositions to meet client requirements working alongside Sector Leadership, Commercial Excellence leaders, Service Delivery Managers, Solution Architects and sales support teams, responsible for sales closure of the deals following Sensormatic Solutions processes and achieving the substantial targets including bookings, revenues and profitability.

This position is responsible for acquiring new clients and requires a results-driven Business Development Manager that has achieved success as an advisory seller in our highly competitive market. Extensive experience in developing Executive-level relationships and partnering with clients and stakeholders is required. Key attribute for being successful is the ability to gain a high level of trust from both clients and internal team members. The Business Development Manager develops relationships with clients to create synergy between client needs and effective business solutions.

Key for the role will be the ability to assimilate complex Sensormatic Solutions business propositions and use them to guide client conversations; with a critical view on achieving relevant, measurable Business outcomes. The fundamental skills of client needs, and issue discovery, are clearly critical here, as is the ability to dynamically switch between issue discovery and proposition qualification.

How you will do it

  • Understand and discuss the Sales plan with the Sales leader to agree on potential major opportunities to be chased in his/her own focus area (territory, sector, etc.)
  • Qualify major opportunities to be further pursued, drive consistency between Sales strategy (value messages, relationship approach, competitive differentiation) and content work managed by the Strategic Sales Support team (solution design, pricing and costing, delivery of proposal, planned project management)
  • Own communications and relationships for each deal
  • You will be expert in demand generation activities that are relevant to this market segment and will play a lead role in devising strategies to promote Sensormatic Solutions in these forums with tangible business results
  • You will be a key face of the Sensormatic Solutions relationship to the clients you engage with, covering many layers within the organization and be able to develop relationships at Executive level, both on the Retail Technology and Business sides of the account
  • As a major contributor you will be expected to represent your deals and accounts in the Monthly reviews that take place where there is a high level of accuracy expected in forecasting across the account activity
  • Penetrate targeted new logo accounts
  • Compliance with the Sensormatic Solutions sales methodology and practices
  • Support overall responsibility for Client Relationship at the company's executive level. Plan, direct and manage sales and market activities to continually reflect customer trends, market fluctuations, and changes in business practices/technology
  • Impact customer business strategy and sells solutions across the company solution portfolio. Establish and articulate innovations and growth opportunities for customers and the company. Ensure client satisfaction and broadening of offerings with potential new customers
  • Lead the strategic direction of the account by establishing and articulating client satisfaction goals in relation to client expectations. Serve as an advisor to develop vision, innovation, and industry expertise. Establish relationships proactively and grows customer intimacy. Communicate with cross-functional groups and builds strategic relationships with client teams
  • Provide significant industry expertise and client business acumen. Sell higher level services to the customer, enabling competitive advantage for them in the marketplace. Provide thought leadership and capitalize on cumulative industry, product, and company-specific experiences. Capture best practices and advise and facilitate the management and movement of information

What we look for
Required

  • Bachelor's degree in related field or equivalent combination of education and experience
  • Over 7 years’ industry or client relationship experience
  • Extensive understanding of the Retail Industry and its leading brands
  • Able to negotiate deals where Sensormatic Solutions is not the low-cost provider
  • In-depth customer knowledge
  • Business/financial management expertise
  • Acts as a Strategic Partner, Trusted Advisor
  • Familiarity with project management methodologies
  • Proven sales and/or client relationship management experience preferred
  • Ability to work with cross functional teams in order to achieve customer objectives

Preferred

  • Proven experience in winning complex deals with multiple stakeholders
  • Excellent leadership skills necessary to operate at CxO level – selling and delivering multi-solution portfolio engagements
  • Have personally led and sold at least +1M USD TCV Retail Solutions Deals to Tier 1 Retail organizations. The client must be willing to provide a reference for your leadership role in the sale
  • Well versed with commercial models, estimation techniques, pricing trends, and crafting complex MSA & SOW documents
  • Ability to craft the solution including distributed delivery elements, price-to-win and an articulated value proposition
  • Ability to innovatively and constructively challenge the status quo to drive the business forward
  • In depth understanding, and expert utilization of, account planning methodologies, forecasting and productivity tools (e.g. Salesforce) 

Interest parties please send your application letter & CV including current and expected salary, date of availability to our email address on the top or click Apply Now.

Only the shortlisted candidates will be notified. Data collected would be used for recruitment purposes only. 

More job information
Salary
Job Function
Industry
Location
  • North Point
Employment Term
  • Permanent
  • Full-time
Experience
  • 7 years - 12 years
Career Level
  • Middle management level
Education
  • Degree
Benefits
  • 5-day week
  • Medical plan