Business Development Manager – Strategic Outsourcing

The organisation

One of world's largest information technology companies. Due to the confidentiality of our client no further information will be disclosed at this moment.

Tasks & responsibilities

Responsible for identifying, qualifying, leading, negotiating and closing the largest and/or most complex outsourcing sales pursuits.  Develops comprehensive new business opportunity plans to assist in the identification and further qualification of sales opportunities with both existing, and especially new logo, clients. Leverages knowledge and expertise of the Global Industries, S&D, GBS and Executives, regions, and geographies to identify, qualify and close sales opportunities.

Develops sales solutions that advance the client's strategic objectives. Acquires an in-depth understanding of the political and organizational structure of a targeted prospect and the current competitive landscape.

Experience should result in

•  Access to decision makers & influencers
•  Understanding and deep insight of tenders
•  Insight in large deals & projects in the industry in the next 3 years

Competencies

• Creatively use financial tools, models, and concepts (such as lease verses buy, cost/benefit analysis, capitalization criteria/depreciation potential, MBO measures that can be positively impacted, etc.) to create a compelling purchasing rationale for driving sales closure, creating demand, or getting budgets reallocated.
• Establish, maintain and protect relationships with appropriate senior management individuals
• Select and execute effective sales tactics, strategies and counter strategies that positions products/services, pricing and your company for optimal competitive advantage
• Present, position and communicate a solution in such a manner that positively influences an individual’s decision making
• Create, refresh and implement a sales plan (at the account or opportunity level) that results in a secure long-term revenue stream that is both predictable and profitable
• Present solution (products and services) in an engaging manner that captures and maintains the attention and imagination of the audience
• Excite or disturb a prospect in such a manner that drives positive sales outcomes
• Monitor and build a state of customer willingness and readiness for making a buying decision and then capitalizing on such by asking for an securing the order
• Establish and maintain an executive presence within an account by utilizing an understanding of how executives think, speaking their language and discussing the topics that concern them
• Translate products and services, and possibly those of a third-party, into one integrated and unique solution to address customers’ business problems or strategic initiatives that effect differentiation and prevents customer initiated discounting
• Use a sales communication style that involves and engages customers in collaborative discussions that result in value to both parties
• Select, recruit and coalesce commitment of the appropriate internal teammates necessary for selling and delivering a successful sales solution.
• Foster a positive team environment consisting of innovation, communication and experimentation
• Successfully position all elements of the solution in a manner that each party feels fairness has been achieved, including price, terms, support and timelines
• Formulate and deliver high-yield questions for obtaining pertinent sales information

Candidate profile

• Should have 8 to 10+ years of overall sales and BD experience
• At least 5 years of CPG/ RPG sales experience in Europe
• Extensive hunting experience in selling IT services
• Excellent understanding of emerging business trends, technologies in the Retail, Manufacturing, Transport or Telecom sector
• Work experience with IT majors (Indian players like TCS, Infosys, Wipro or MNCs like Capgemini, Accenture) in hunting roles is preferred
• Good understanding of Netherlands and Continental Europe Market
• Knowledge of Business English is essential, Dutch is preferred (not mandatory)

Interested?

You can apply to this postion by using the form below.