As a Business Development Manager, you will be responsible for East Coast territory in the United States as well as National and Global responsibilities. Within the assigned territory the BDM is expected to work closely with all relevant security specification writers, Pedestal PRO (PPRO) OEM partners, targeted end-users, integrators (national and local), in addition to our contracted independent representatives with the express goal of creating new sales opportunities that will drive growth in the assigned regional and national territories.
Skills and qualifications
- Demonstrated sales talent, strong desire, self-discipline, natural drive, persistence
- Solutions-based sales ability, innate competitiveness, superior presentation skills
- Good PPRO culture fit, enthusiasm and professionalism
- “Fit and finish” within the existing sales team will be pivotal
- Ideal candidate will reside in or be willing to relocate to the East Coast
Essential functions & responsibilities
- Work closely with all relevant security specifiers, OEM partners, integrators and targeted end-users with the express goal of creating new business opportunities that will drive growth in the assigned territory
- Deliver regular product and capabilities presentations as part of scheduled meetings to facilitate the exchange of information with a solutions-based sales approach
- Identify regional, national, and global opportunities and create part numbers or “Strategic Standardizations” for end users
- Educate and inform the A&E and security consultant community about PPRO solutions to drive new PPRO specifications and convert competitive positions
- Employ a relational and technical sales approach to selling PPRO solutions
- Participate in territory industry association events; these activities are encouraged and often required
- Reporting: Report through traditional means of communication on all activities outlined above to the Senior Director of Sales, highlighting:
- New business development
- Progress, challenges, and next steps of existing end-user opportunities
- Territory outlook
- New specifications written and progress/pipeline of existing opportunities
- Competitive forces
- Animate the region by identifying, developing, and closing opportunities through activities such as:
- Routine joint sales calls with OEM partners
- Routine joint sales calls with enterprise-level salespeople from specific national accounts and systems integrators
- Routine field engagement with security specification writers and targeted end-users
- Routine field engagement with contracted independent representatives
- Attendance at local, regional, and national trade shows
- Product demonstrations and webinars
- Working with distribution and integrators to uncover showrooms and customer experience centers equipped with PPRO solutions
- Supervisory responsibilities: This position does not have supervisory responsibilities
Qualifications
- Experience: Minimum of five (5) years outside sales experience/territory management, or three (3) years outside sales experience/territory management with a related bachelor’s degree
- Strong background within access control, intercom, or security industries
- Residence within the assigned territory
- Comfortable presenting/selling in person or via webinar
- Working knowledge and existing relationships with access control manufacturers, integrators, consultants, A&Es and end-users preferred
- “Hunter” rather than “Farmer” sales approach required
- Proficient with Microsoft Suite to effectively manage the territory
Travel
- Travel is required within the assigned region to meet with OEMs, targeted end users, integrators, independent rep firms, distribution, A&E and spec writers, as well as attending regional and national industry events as dictated by management
Language ability
- Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations in English
- Ability to write reports, business correspondence, and procedure manuals in English
- Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public
Mathematical ability
- Ability to work with mathematical concepts such as probability and statistical inference; apply fractions, percentages, ratios, and proportions to practical situations
- Ability to add, subtract, multiply, and divide in all units of measure; use whole numbers, common fractions, and decimals
- Ability to compute rate, ratio, and percent and to draw and interpret bar graphs
Reasoning ability
- Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists
- Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form
Computer skills
- Proficiency in word processing, spreadsheets, sales software; working knowledge of Internet, email, manufacturing and database software
Other skills
- Excellent communication and organizational skills
Physical demands
- The physical demands described are representative of those that must be met by an employee to successfully perform the essential functions of the job
- While performing the functions of this position, the employee is frequently required to sit, stand, walk, stoop and kneel; use hands, reach with hands and arms; communicate clearly and effectively
- The employee may occasionally be required to lift up to 35 pounds
Work environment
- The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this position
- The noise level in the office environment is usually moderate
We are the ASSA ABLOY Group
Our people have made us the global leader in access solutions. In return, we open doors for them wherever they go. With nearly 63,000 colleagues in more than 70 different countries, we help billions of people experience a more open world. Our innovations make all sorts of spaces – physical and virtual – safer, more secure, and easier to access.
As an employer, we value results – not titles, or backgrounds. We empower our people to build their career around their aspirations and our ambitions – supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally. As we welcome new people on board, it’s important to us to have diverse, inclusive teams, and we value different perspectives and experiences.