Business Development Manager (BDM) - Germany
HR departmentHannover, de 30159leipzig, de 04315munich, de 80469stuttgart, de 70563 (primary)Update time: February 19,2020
Job Description

Business Development Manager (BDM), Germany

JOB PURPOSE
The successful candidate will prospect and produce qualified leads through aggressive outbound sales activities to decision makers and executives in target organisations.

He/She will follow up on campaigns, cold call targets / existing client base, identify contacts and determine buyers and decision making influencers. The successful candidate must be confident in providing the SDL's services and technology message and value proposition, generating interest in SDL's solutions.

The role is accountable and responsible to generate and grow sales with new and existing clients, and is responsible for the relationships and management of existing and potential customers. It covers SDL’s full portfolio of services and technology solutions.

The BDM will report into the VP Sales & Strategic Accounts EMEA.
Territory will be Germany and the DACH region.

RESPONSIBILITIES & DUTIES
 
* To develop and drive lead generation and prospecting programs and campaigns to build territory and pipeline, through outbound activities, partners, networking, cold calling campaigns and effective messaging;
* To identify and generate sales opportunities in the assigned region(s) to reach and exceed sales targets;
* To build effective and scalable long term and short term sales strategies;
* To call on and close sales with new and existing customers through prospection, client referrals, tradeshows and direct marketing activities;
* To deliver revenue growth goals established in conjunction with Sales Management;
* To prepare and arrange presentations to target customers and to demonstrate to prospects the value of SDL solutions;
* To create value propositions and architect solutions specifically targeted at prospects and clients’ requirements;
* To manage and secure that new business opportunities are identified, tracked and closed in a timely manner;
* To develop a thorough understanding and commercial awareness of the marketplace including customer needs and business strategies in the assigned territory;
* To foster strong client relationships at Senior levels;
* To attend industry conferences and networking events to generate leads and promote SDL;
* To generate revenue through the development of new business relationships and through the development of relationships with existing businesses;
* To map out and qualify competitive landscape and value propositions in the assigned regions and territories, and to build effective competing strategies;
* To provide regular, timely and accurate prospecting activity and sales reports, sales forecasts and to keep accurate pipeline records;
* To report on competitive activities and trends, industry trends and pricing;
* To monitor and ensure overall client satisfaction with services and products provided;
* To work closely with Sales Operations, PMO, Marketing, Product, Presales, Professional Services and other SDL organisations in the development and implementation of prospects and new clients;
* To develop targeted sales material coordinated with Marketing;
* To plan, organise and oversee sales-related marketing activities and events to generate company awareness and sales opportunities.

REQUIREMENTS:
 
* Hunter mentality with demonstrated success sourcing leads, qualifying opportunities and closing deals;
* Experience with sales of services and technologies;
* Tenacious and extremely results driven. You want to be at the top of the leader board and hate losing. We are looking for quota killers, not quota achievers;
* Experience selling to senior management at different sized accounts;
* Demonstrated aptitude in acquiring/applying industry expertise successfully in sales cycles;
* Creative, disruptive and versatile; able to build solutions and value propositions, and think out of the box;
* Very strong communication and presentation skills;
* You care about creating value for your customer and turning them into happy and reference-able clients;
* Ability to cold call into an organisation and identify key decision makers and influencers;
* Self-motivated and able to appropriately set and pursue own goals in support of the organisation's goals

SKILLS
* German mother-tongue. Excellent communication skills in written and spoken English;
* Minimum 3-4 years of experience in solution selling and business development;
* Successful experience in selling technology products or multilingual solutions, and knowledge of the linguistic industry would be a distinct advantage;
* Proven business development success via consultative selling;
* Strong negotiating and influencing skills;
* Can do attitude, quick learner, independent and self-motivated;
* Ability to define problems, understand business and technical requirements, collect data, establish facts, and draw valid conclusions in order to define value propositions, solutions and sales strategies;
* Strong verbal and written communications skills as well as effective human relations skills and proactive approach to the sales process;
* Excellent in-person and phone-based presentation skills;
* Eager to learn;
* Working knowledge of Salesforce.com preferred, but not required
* Bachelor and/or Master degree

 

About SDL :
SDL plc is a United Kingdom-based language translation and global content management company. The Company operates through three segments: Language Services, which is engaged in the provision of a translation service for customer's multilingual content in multiple languages; Language Technology, which includes the sale of enterprise, desktop and statistical machine translation technologies together with associated consultancy and services; Global Content Technologies, which is content management and knowledge management technologies together with associated consultancy services.
We are a global leader and innovator in language and content management solutions. For over 25 years, SDL has helped companies communicate with confidence and deliver transformative business results by enabling experiences that engage customers across multiple touchpoints, all strengthened by our human expertise and machine learning technology. 
So we enable companies to create, translate and deliver relevant and personalized content to support meaningful customer journeys and form important emotional connections by making understanding possible.

The world’s biggest brands trust SDL’s expertise in digital content management and language translation, with 90 out of the top 100 global brands working with us, to underpin their content creation, translation and delivery. 

 

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