AddressThe Business Development Manager is responsible for accelerating growth within the Education Segment, positioning CDW as a preferred vendor nationally, leveraging our manufacturer partner Samsung and partnering with our customers to provide solutions that meet their evolving business demands. More specifically the role will be primarily responsible for evangelizing and driving sales for Samsung Interactive Flat Panels (IFP).
Key Areas of Responsibility
● Hold regular strategic planning meetings with Samsung stakeholders and CDW Sales leaders
● Provide weekly/monthly/quarterly sales forecasting and visibility activity by keeping a current pipeline using forecasting tools
● Target high visibility corporate accounts and projects
○ Discovery of C-level clients’ business needs
○ Addressing needs with proper solutions
○ Applying project management techniques for successful delivery
● Coordinate with Sales to:
○ Determine the market(s) to address
○ Determine the accounts within target markets
○ Review current state of relationship within selected accounts
○ Assist and support in execution of growth strategy within selected accounts
○ Develop a long-term, mature pipeline of solutions-based opportunities
● Work with sales management to identify specific behaviors, knowledge, and skill areas for focus and evaluation for development of Account Managers and Field Sellers
● Act as the subject matter expert for customer visits and presentations, customer conference calls and webinars, as well as participate in all aspects of large transaction sales cycles
● Clearly explain relevant facts, effectively distinguish Samsung product and service offerings from competitors
● Offer product configuration / pricing / program assistance and present well-prepared, compelling cases to CDW’s Education customers for Samsung solutions
● Drives incremental revenue and profit growth within the identified account base
Responsibilities
● Understand, prepare and present Samsung technology portfolio
● Lead customer conversations and training presentations
● Consistently build and deliver on account and opportunity pipeline
● Drive sales and profitability for specific product lines
● Follow-up on and qualify leads
● Generate new business opportunities to grow pipeline
● Identify key decision makers and manage the sales process
Qualifications
Minimum Qualifications
● 3+ years of experience working in a technical capacity (AV or IFP)
● 5 years’ experience with strategic account planning and consultative sales or pre-sales
● Strong customer facing skills with a history of building solid relationships with C-level contacts
Other Qualifications
● History of facilitating larger solution sales
● Outstanding verbal, written, and presentation skills in executive and informal settings
● Proven ability to influence across all functions of an organization.
● Demonstrated ability to manage multiple priorities/projects, meet deadlines, facilitate change and delegate responsibility.
● Must be knowledgeable or have some related experience in the technical industry
● Able to communicate technical concepts and business solutions
● Ability to craft comprehensive solutions and to articulate business benefits of those solutions
● Experience working in collaborative environments
● Motivated with strong problem-solving skills
● Able to work in a fast-paced environment
