Business Development Executive -- Industrial and Manufacturing

Sales Developer | Business Development Executive - Industrial and Manufacturing

Job Location:  Hybrid East Coast or Mid-West

Job description:

The role  is responsible for the engineering sales for Engineering, Research and Development Services to ensure effective sales strategies are in place to achieve revenue and profitability objectives for the company. We also partner with other departments  within Capgemini to remove roadblocks and develop data/tools to accelerate sales and lead key customer relationships. 

Key Responsibilities:

• We bring company’s engineering services value to major clients in North America.
• Present, promote and sell Solutions / Services using validated arguments to existing and prospective customers 
• Lead Generation, Qualify, Negotiate and Close opportunities for client with the objective of driving profitable growth.
• Researching, mapping, establishing, developing and maintaining positive relationships with prospects and client team members.
• Building and handling Qualified Sales pipeline consistent with account strategy.
• Our Sales Developers analyze the territory / market’s potential, track sales and status reports.
• Leading client relationship independently or with support from Client Partner or Client Leader; Listening and working jointly to identify the client’s biggest engineering challenges, preferences and purchasing triggers.
• Structuring and crafting deals for Value, demonstrating and providing input on offerings, services, capabilities.
• Responsible for order booking and deal profitability of the client business with objective of growing the business.
• Developing repeat business by understanding client context, upselling and cross-selling; Developing Case and return on investment; Providing strategic inputs to shape the client value proposition and crafting successful pitches.  
• We closely monitoring client engagement levels, conducting periodic business reviews and undertaking measures to gain traction with the client.
• Achieve agreed upon sales targets and outcomes within schedule.
• Responsible for updating deal status and supervise success in a timely manner in our CRM software.

Requirements: 

• 7+ years of Sales experience (80% hunter / 20% account management) selling product engineering and technology services.
• 5+ years of industrial machinery and manufacturing engineering services.
• Strong background in solution selling Physical, Systems and Digital Engineering, IOT, IIOT, Connectivity, Smart Manufacturing (Industry 4.0, MES, MOM etc.) and Digital Continuity (CAD, PLM, ALM)
• Ability to sell creative, sophisticated business models to the client.
• Won and led deals of $5-10 million annually and independently.
• Track record of deep, consultative, trust-based relationships and strong knowledge, understanding of client’s business with strong client references.
• Proven track record to build senior-level client relationships.
• Develop sales plan for the assigned geography and individual Account Plans.
• Identification, mobilization, and management of internal and external partners for achieving revenues.
• Understands and drives company strategy (financials, offerings, segments, target accounts)
• Ability to lead one large or multiple small programs.
• Strong understanding of financials, profitability,