New Business Development Manager

ITI Group is a leading partner for industry with a focus on digital transformation solutions for various sectors. They are seeking a New Business Development Manager to generate new business opportunities, manage key relationships, and drive account growth primarily in North America.

Responsibilities:

• Generate new business opportunities and secure wins within newly identified accounts, through various means
• Lead the full sales cycle from initial engagement through contract execution and deployment
• Maintain accurate forecasting, activity tracking, and deal progression within CRM
• Acknowledge the competitive landscape and market trends (Manufacturing, Pharma, Life Sciences, FMCG and Food & Bev preferred but other Industry Experience may be considered), keeping abreast of impactful changes and/or industry drivers
• Implement and be accountable where applicable for strategies, tactics, and plans for revenue growth of existing ITI client(s)
• Understand and articulate client(s) buying process/cycle
• Cross-Sell company’s services and or products to identified client(s)
• Build and maintain long lasting mutually beneficial customer relationships
• Own, deliver, and exceed annual sales targets
• Coordinate sales activities with the other departments (existing sales, proposals, marketing, and operations as necessary)
• Champion the client(s) needs and requirements within the ITI Group
• Understand our customers objectives at individual, departmental and corporate levels and adapt our solutions / products to suit within the capability of our offerings
• Provide mentorship and guidance to junior colleagues, fostering a collaborative and knowledge-sharing environment

Requirements:

• Demonstrable experience in strategic account planning and business development > 5 years
• Demonstrable experience in new business development
• Sales / Technology background and mindset with a broad experience of technology, products and platforms including at least three of the following:- MES, PI Historian, Simulation, Operational Technology, Service & Support and Consulting
• Knowledgeable of the OT/IT landscape and their intersection
• Proven experience in growing accounts, identifying upsell opportunities, and driving strategic conversations with customers
• Experienced in working across the Manufacturing sector (Pharma, Life Sciences, FMCG and Food & Bev) preferred but other Industry Experience may be considered)
• Proven experience as a key account manager
• Experience working within MES / SCADA /IT/OT technology background
• Experienced CRM user (Dynamics, Salesforce etc)
• Efficient in delivery of high volume, established client enquiries
• Commercially astute with financial appreciation
• Large account acquisition experience
• Experience with enterprise clients
• Degree level educated in a relevant engineering discipline or equivalent Apprenticeship and supporting vocational higher education qualification
• Independent with the ability to articulate the value/benefit of ITI offerings to key client stakeholders with support from wider ITI team
• Ability to listen to a client's business drivers / issues, to recognise the impacts of these and to then propose solutions that can be delivered by ITI to meet these challenges
• Ability to position solutions / products against competitors and win
• Ability to articulate the potential solution to the customer by illustrating the quantifiable value and/or business benefit
• Ability to think literally about a problem to identify alternate solutions
• Self-motivated and resilient, with a “high-energy, can-do” attitude and an eagerness to tackle challenges and find solutions
• Strong and well-rehearsed negotiation skills
• Good presentation skills
• Able to work to strict deadlines and deliver high quality results
• Able to multi-task, working on various issues throughout the working day
• Ability to generate new revenue