***Resource must sit in or around the Detroit, MI area***

***Salary $75,000.00-85,000.00/ yearly with additional bonuses based on performance***

The Regional Business Development Representative is primarily responsible for the development of new business and management of direct accounts within the defined territory/markets. This role is primarily responsible for lead response and pipeline management to conversion. The position will also be asked to proactively generate market opportunities and lead generation. These applications will build on our world-leading inertial navigation core technology and the brand reputation of products in core markets.

Duties and Responsibilities

- To achieve sales target through management and development of current and new business (direct customers, integrators or end users).

- Manage forecasting and pipeline by utilizing the opportunity tracking system to manage, track, and report on all sales activities; provide accurate, detailed forecasts for customers in which the business development manager is responsible.

- Attend exhibitions and trade shows as required to meet customers, develop contacts and to seek new opportunities.

- Develop technical knowledge of existing products, technology, and capabilities to provide

- customer training and demonstrations.

- Provide feedback to other parts of the business including to Product Engineers/Product Managers on product or services features or ideas.

- Work collaboratively with all colleagues across the organization to handle customer requests.

- Assist in the preparation of order forecasts.

Business Development

- Responsible for the identification, investigation, and development of emerging opportunities.

- Investigate new markets and opportunities and implement the plan for sales growth.

- Working with Product Engineers/Application Engineering, take viable options for new solutions or business models, to test by prototyping with users and Key Opinion Leaders.

- Identify and map the key stakeholders and decision makers around projects and opportunities.

- Develop compelling rationale for investment in the opportunity and gain business buy-in.

- Create and deliver presentations, coordinating appropriate resources for customer visits.

- Launch successful applications into the core business.

Key Account Management

- Manage the day-to-day commercial relationship with current direct accounts within the defined market/s and grow the existing accounts.

- Develop detailed strategic plans to manage territory; identify and grow business for both short- and long-term revenue growth.

- Know and be known by your customers; maintain a regular presence with customers including regular documented quarterly business reviews for key accounts. Secure targeted meetings to identify and advance opportunities with your customers.

- Identify customer's needs, goals, and challenges, and provide solutions to these through the proper positioning of products, services, knowledge and expertise; inform, train and influence customers.

- Identify specific customer requirements that may require development and lead process to justify development with Product Engineers/Product Managers and Application Engineering.

- Lead and organize internal colleagues around presenting to, or supporting your customers including potential customers; provide input and direction on content, customer needs, drivers, audience profile, etc.

Enquiries and Quotations

- Manage the process from initial enquiry through to one-off sale or regular repeat business.

- Act as first line for commercial issues escalated by either Support Engineers and/or Sales Administrator or Internal Sales Specialist escalating to and working closely with the Business Managers and/or Chief Commercial Officer as necessary to resolve these issues.

- Provide commercial support for direct business, ensuring the customer selects the correct equipment, that orders or contracts are sound and profitable.

- Answering sales queries on products, terms of business, etc., using email, telephone, Skype, etc. Communications to be well-written, clear and appropriately detailed.

- Prepare and follow up on quotations for new sales and repairs/other services. Understand standard terms and conditions of sale. Operate the discounting policy. Select suitable products for the customers' needs.

- Answer basic operational and application questions.

- Write and negotiate contracts when required in conjunction with the Chief Commercial Officer and/or Business Managers.

- Involve Product Engineers/Product Managers or Application Engineering, as appropriate, when more complex technical information is required from a customer.

MUST HAVE QUALIFICATIONS -

• Bachelors Degree in any field
• 3 years of BDR experience
• Technical background or Software Sales background - candidates will need to demonstrate experience of sales or business development in a technically complex market.
• Experience using a CRM like HubSpot
• Articulate yourself well via email and phone
• Proficient in Microsoft Office Suite
• New Business Development: identification, investigation, and development of emerging opportunities. Build business models for new products and applications and implement those plans to deliver long-term sales growth.
• Account Management: develop strategic plans to manage the day-to-day relationship and growth of existing accounts, identifying customer needs, goals and challenges and providing them with suitable solutions.

PLUSSES -

• Experience of the automotive testing and development and/or GNSS inertial navigation markets
• Experience of dealing with international markets.