Business Development Manager - OEM

Charlotte

Job Description Job Description SATO America is seeking an experienced and driven Business Development Manager.

The successful candidate will be a highly technical sales representative responsible for managing and growing OEM account relationships, developing integrator alliances, and promoting SATO Print Engines to end-users. The individual acts as consultant for AIDC and RFID solutions. Also, maintain and develop sound business relationships with clients and internal teams and ensure effective sales management processes are in place to meet service delivery and profitability targets.

DUTIES & RESPONSIBILITIES :

Assume overall accountability for establishing and implementing an effective sales program, meeting goals with budgeted resources for partner support, and developing strategies that promote SATO

Execute their individual sales goals, monitor performance and actively engage partners in the process of outcome disciplines

Individually motivate partners to develop new SATO businesses

Evaluate each partner company’s sales representatives and provide formal and informal training delivery in appropriate areas of product knowledge and solution offerings of SATO

Drive account penetration by building and executing professional selling relationships with key stakeholders, discovering needs, relating customer value to the SATO engine, and other hardware, software & service solutions, handling inquiries, and managing ongoing customer relationships

Work to develop a continuous pipeline of new opportunities from OEM and target accounts while maintaining and growing the existing OEM account base

Assume total ownership for accelerating the sale process: target new business development, manage the quote process, "quarterbacking" the proposal development, and successful delivery of the SATO solution

Conduct regular business reviews with customers, create action plans, and measure activity against the target

Counsel, train and guide SATO partners and drive tactical and strategic plans in order to achieve sales goals

Work with other sales team members and product management to promote successful print engine growth across all business units

Coordinate resources to identify key internal and external resources, communicate relevant information, and build customer-focused relationships

Consultative problem-solving to drive customer value by using both internal & external collaboration to maximize account penetration and sales of the complete product line

Ensure that SATO’s standards of business ethics are demonstrated and include, fairness and honesty are adhered to in all business situations

Understand and maintain current knowledge of the company’s product line, especially print engines, in order to effectively evangelize brand awareness, features, benefits, and applications for SATO products

Exhibit thorough, conscientious, and diligent responses and assistance to internal and external stakeholders

Participate in conferences, exhibitions, and industry meet-ups for business development as required

Effectively communicate issues, escalations, and opportunities to various departments within SATO

Maintain up-to-date reporting for opportunities, forecasting, and project management in relevant business systems

Negotiating contracts to arrive at the best deal for customers, partners, and SATO

Keep informed on competitive products and services, promotional efforts, sales techniques, pricing, and marketing policies

Develop customer relationships and provide data and insights on customer requirements, strategies, and business opportunities

Utilize resources and perform research to determine sales patterns and strategies that can affect the company’s mission Periodical reporting of your research back through company channels

Perform all other duties as assigned

EDUCATION AND/OR EXPERIENCE:

Minimum 5 years of successful sales experience using consultative selling and closing skills in a technology environment. College degree a plus

Excellent verbal, written, and interpersonal communication skills coupled with solid technical abilities. A demonstrated ability to close a sale that may consist of a long selling cycle

Must be technically savvy, having a basic knowledge of PC-level local and network hardware and host system understanding and communications. Proficiency in Microsoft Word, Excel, PowerPoint, and Outlook software

Experience with SalesForce.com and Oracle or other ERP systems is helpful

A solid working knowledge of AIDC solutions and their associated selling techniques

General understanding of RFID technology and applications

A self-starter who can manage sales goals through prospecting, lead qualification, forecasting, resource allocation, account strategy, and planning

Ability to manage a sales process, including negotiating sales opportunities to closure, through a deep understanding of a prospective customer buying process

Must be strategic, willing to take action, customer-focused, deal well with ambiguity, have solid planning/organization skills, and be effective at managing systems

Able to create and conduct formal presentations

Experience in developing product and solution offerings