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Business Development Director for Retail Industry
2 months ago
The Business Development Director position is a key sales role within the Retail Unit sales team for North America, responsible for executing regional sales and business development strategies for target companies within the Retail Unit.
Key Responsibilities- Execute business development, offering positioning, and sales strategies as a member of the sales team for North America.
- 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.
- Work in close collaboration with the 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 follow up to 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.
- Strong hunter profile with a proven track record of success in selling technology outsourcing services into the Retail Industry.
- 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.
- Thorough command of English, both written and spoken.
