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Business Development Director for Retail IT Services
2 months ago
At TEPHRA, we are seeking a highly skilled Business Development Director to join our Retail Industry Unit. As a key sales role within our team, you will be responsible for executing regional sales and business development strategies for target companies within the Retail Unit.
Key Responsibilities:- Achieve monthly, quarterly, and annual sales targets established by the Retail Sales Head and execute business development, offering positioning, and sales strategies as a member of the sales team for North America.
- Lead generation, prospecting, and other sales management goals designed to build an optimal sales pipeline.
- Develop strong, long-term relationships and referrals with senior management at targeted firms.
- Manage the end-to-end sales process for all opportunities, including initial client communication, on-site presentations, RFI response, multi-day client workshops, RFP submission, negotiation, and deal signing.
- Collaborate with our presales team and delivery teams to ensure that proposed offerings and services fully meet customers' business and technology needs.
- Provide support to customers during initial phases of an engagement and ensure total client satisfaction through the life cycle of the relationship.
- Support the team's market research and competitive positioning analysis in partnership with regional presales, marketing, and product development staff.
- Adhere to all TEPHRA's Sales, Human Resource, and corporate ethical policies, standards, and guidelines.
- Strong hunter profile with a proven track record of success in selling technology outsourcing services into the Retail Industry.
- Demonstration of a consistent over-achievement of client acquisition and sales revenue targets.
- At least 8 years of experience in selling IT services within the region, preferably working in a leading IT services and products firm with prior experience of working with offshore teams.
- Strong local contact base and access to alumni, local associations, industry associations within the region.
- Good understanding of the Retail industry.
- Experience with vendor selection processes, including RFI and RFP issuance and response management.
- Experience of working on opportunities run by Third Party Advisory Firms such as TPI, Equaterra, etc.
- Understanding of customer decision-making criteria as it pertains to offshore services, consulting, enterprise solutions.
- Ability to maintain strong sales management focus during sales cycles that are typically six months to one year in duration.
- Demonstrated ability to manage often complex negotiations with senior-level business and technology executives at leading Retail Companies.
- Thorough command of English, both written and spoken.
- The candidate is expected to travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, engagement implementation, and ongoing relationship building.
- Bachelor's degree required.
