Business Development Manager

OVERVIEW

The Business Development Manager Sales Territory Job Role is focused on business development, sales successes and customer/partner management of the Territory.  Particular attention should be paid to solution and product knowledge, financial acumen, business development capabilities and performance against a sales target.

 

RESPONSIBILITIES

The Job Role is focused on the following:

1. Sales

a. To ensure the Sales Target is achieved within the Financial Year
b. To consistently focus on pipeline development through proactive customer and partner interactions
c. To consistently progress active opportunities through the sales cycle towards closing
d. To accurately report on sales activities, pipeline development initiatives and forecasting
e. To position the Laxton Group and its solutions proactively and positively to the territory
f. To be the primary owner of proposals, tenders and quotations, both internally and externally, in the management, execution, presentation, submission and negotiation of offers to customers and partners.

2. Customers and Partners

a. Working with the VP Partner Sales, to focus on the consistent recruitment and management of customers and partners across the territory, additionally ensuring at least 1-2 partners in each country/region that will proactively promote the Laxton Group offerings to customers with your support
b. Provide business benefit, sales support and technical information for the solutions to the partner, by using the company resources, so that they can adequately promote our offerings
c. Provide sales support and training to the partner as needed
d. Manage all sales commercial and legal needs to the customer or partner, including quotes, proforma invoices, invoices, and credit notes, as well as commercial and legal contracts, as required
e. To work together with Partners through the entire sales process including attending physical or virtual meetings with the partner and/or their customer

3. Solution Selling

a. To be familiar with all products, solutions, and services offerings within the Laxton Group, so that you are in a position of expertise to market the company within your territory
b. To demonstrate clear knowledge of applicable press, laws, regulations, and guidelines within the respective industry to ensure compliance with regulatory agencies and organizations, and to position the solutions in a manner of context
c. To be fully familiarized and compliant with the internal processes of the Laxton Group, to support your customers and partners accordingly
d. To focus on the breadth of existing solutions, and to incorporate new solutions and products released to the market by Laxton, at this date focusing primarily on:
i. Election Solutions including hardware, software, services, and consumables offerings
ii. Citizen Identity Solutions including, but not limited to, the Registration and Verification solutions for National ID and Passport Registration
iii. Security Solutions including, but not limited to, Law Enforcement and Border Management
iv. The full Chameleon hardware range

Additional tasks include:

  • Assist with the maintenance of internal sales assets, systems and directories
  • Proactively promote the Laxton Group both internally and externally
  • Proactively maintain partners with global reach in your region, for the broader benefit of the group

 

COMPETENCIES

The competencies appropriate for the Job Role may depend on the specific territory.  Key competencies should include:

  • Demonstrable successful solution sales experience
  • Demonstrable experience, knowledge, language/s and established network of the territory
  • Engaging presentation, public speaking, writing and articulation skills
  • Knowledge of the Citizen Identity industry, available solutions, markets, partners and competitors
  • The ability to work in a dynamic, global team, in a rapidly growing organization

 

Job Definition

Additionally, the Job Role requires:

  • Fully fluent English at speak, write, and read level
  • Additionally, have strong territory language/s abilities as first/second languages
  • Ability to work from home when required
  • While the company promotes the use of technology to interact internally, as well as with customers and partners where possible, it is understood that this role will also require regular travel to build and maintain relationships and progress opportunities.

EXPERIENCE

The Job Role requires:

  • Demonstrable, applicable solution sales expertise and success of at least 5 years
  • Demonstrable and applicable Industry network with vendors and partners
  • Industry experience (Elections/Biometrics/Civil Registry/Border Management/Law Enforcement)
  • A solid technical understanding of the types of solutions offered by Laxton

PLEASE NOTE THE ABOVE POINTS ARE MANDATORY FOR THE ROLE.

 

PROFILE

  • Highly active business development acumen – “see deals, make deals, drive deals and close deals”\
  • Must compliment and be able to work with and within a highly motivated, driven team
  • Must be conveniently located in the territory or can easily travel to the territory
  • While this is a “Work From Home ” (WFH) role, must be able and willing to travel to Rijswijk (the Netherlands) or Porto, Portugal office locations as required
  • Must have up to date passport and be willing to travel regularly
  • Willing to work flexibly, i.e. overtime/weekends in lieu of off days or additional leave