Business Development Manager

PURPOSE OF POSITION

The Business Development Manager (BDM-MPS) drives new profitable revenue and sells enterprise wide, complex, high-value managed print service/solution propositions to new clients through targeted campaigns. The role holder is the major influencer of client’s enterprise document strategy. 

They are seen as thought leaders, industry expert and sought out by the client for advice on business problems and opportunities.


JOB RESPONSIBILITY

Demonstrating and applying industry awareness:
Understand specific industry sector departmental key drivers/document intensive business process plans
Understand market dynamics and influences within the sector
Ability to speak the client’s business language
Participate in industry and business related organizations, societies, conferences and other 
client related activities.
Contributes to the effective launch of Managed Print Services and Solutions by providing industry specific expertise or market knowledge as appropriate.


Engaging clients through thought leadership:

Ability to create new opportunities within their sector
Ability to articulate a strategy that links into clients drivers in share of wallet within their sector and to drive effectiveness in their document processes
Generate innovative ideas, challenge current thinking and achieve buy in from the stakeholders
Ability to understand /articulate Enterprise Wide Document Outsourcing
Support Service Development and Marketing with market knowledge to develop new offerings 
& relevant campaigns.
Seen as MPS thought leader and sought out by the client for advice on business problems and
opportunities / solutions. 

Demand creation & capture:

Generate new sales business opportunities (BO) through direct engagements with the client
Develop strategy to execute BO & competitive win strategy
Ensure appropriate engagement within client political/stakeholder map

Building relationships to maximize opportunities:

Engage and build alliances relationship to maximize opportunity
Build trust, engage and develop senior client relationship
Have the ability to move through an organization / industry and become a trusted advisor at all
levels

Leading Business opportunities(BO):

Plan & deliver BO through building internal sponsorship as well as client sponsorship
Monitor business opportunity through risk management and identify areas of opportunity to ensure BO is kept on track
Successfully conclude the BO including contract negotiations with the client
Develop financial / commercial business plans


KEY RESULT AREAS

The typical minimum new signings for the BDM role is $40-50M/year (including hardware sales, software & supplies billing for that year)
The role holder plans, facilitates and conducts complex negotiations, typically over a longer sales cycle to reach long-term agreements and commitments.


QUALIFICATION & EXPERIENCE

A proven track record in significant/complex consultative services-led sales engagements (likely
             background in BPO marketplace or Systems Integrator)
Successful proven track record in negotiating and closing high value services/solutions contracts
Successful proven track record of consistently dealing at C-Level in large organizations
Demonstrable ability to influence, negotiate and manage objections effectively




   

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Looking for an exciting career option with a leading multinational corporation? This is the right place for you.

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"JUMBO Consultants" is a valued partner for us and we cherish the support. "In all my interactions, I have always found the firm to display professionalism and conduct of the highest level".

- Harpreet Singh Malhotra , C. M. D. TIGER LOGISTICS INDIA LIMITED

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