Business Development Manager

Position Summary:
 
Industry - Vertical focus Demand generation sales position to drive

sales of Pelco security solutions. The goal of this position is to

embed Pelco technology solutions into end user accounts. This sales

expert will have experience in video security sales with a retail

vertical focus background.
This sales expert will partner with internal Pelco resources, LSS team, A&E team, Regional Sales Managers and with leading solution providers from the industry to provide value added solutions to end users, Pelco’s sales teams and rep / reseller community.
 
ESSENTIAL FUNCTIONS:
1. Drive sales of Pelco products in assigned territory in conjunction with the rep / reseller community. This also includes attending trade shows and prospecting for new sales opportunities.
2. This job requires 50% travel.
3. Manage all aspects of assigned territory including: funnel management, sales presentations, demos in conjunction with the rep / reseller community.
4. Understand the top 200 end user firms, key players and decision makers in assigned territory.
5. Work with the Pelco National Account team, manufacture reps, Regional Sales Managers and Schneider sister companies to develop new opportunities for Pelco security solutions.
6. Embed additional product technologies into current end user customers by utilizing existing relationships and company resources.
7. Find new business opportunities with Fortune 1000 companies leveraging previous success within given vertical markets.
8. Develop overall business plan for assigned territory.
9. Develop unique value propositions, business cases, ROI models, etc. as needed and required by assigned territory.
10. Assist as needed with Pelco sales, manufacturer rep firms and resellers on customer engagements, meetings and proposals.
11. With MARCOM, build industry brochures, testimonials, and references.
12. Develop sales programs that apply to the territory that may be focused on a vertical market unique to the territory.
13. Seek out market solutions, to provide additional value to Pelco’s products and systems.
14. Work with Product Strategy to get important industry features into Pelco products.
MINIMUM QUALIFICATIONS:
Required:
1. Knowledge or experience with the unique challenges of a being a remotely based sales professional.
2. Ability to forecast sales and monthly orders.
3. Ability to work with manufacturer rep firms and all size resellers to drive business within the focused territory.
4. Knowledge and working experience with the application and installation of the assigned product.
5. Experience with development of sales plans.
6. Knowledge of personal computer and software programs including: Windows XP and beyond, Word, Excel, PowerPoint and Access.
7. Ability to compose and produce written reports effectively and efficiently.
8. Ability to tend to details.
9. Ability to communicate effectively and tactfully with those contacted in the course of work, both in oral and written form.
10. Ability to work in a drug-free environment and pass a pre-employment drug screen.
Desirable:
1. Minimum five years of field experience in the security industry.
2. Five or more years experience in a sales related field.
3. Five or more years experience with technical sales or engineering.
4. College level education in Business, Marketing or technical area, such as electronics.
PHYSICAL DEMANDS AND WORK ENVIRONMENT:
The physical demands and work environment described here are representative of those that must be met and encountered by an employee to successfully perform the essential functions of this job. While performing the duties of this job, an employee is required to frequently use hands and fingers and possess efficient means of communicating with others. Specific vision requirements include close vision. This is a sedentary job with no exposure to extreme hot or cold temperatures. The noise level in this environment is low. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.