PURPOSE OF POSITION

The Business Development Manager (BDM-MPS) drives new profitable revenue and sells enterprise wide, complex, high-value managed print service/solution propositions to new clients through targeted campaigns. The role holder is the major influencer of client’s enterprise document strategy. 
They are seen as thought leaders, industry expert and sought out by the client for advice on business problems and opportunities.

JOB RESPONSIBILITY
Demonstrating and applying industry awareness:
•Understand specific industry sector departmental key drivers/document intensive business process plans
•Understand market dynamics and influences within the sector
•Ability to speak the client’s business language
•Participate in industry and business related organizations, societies, conferences and other 
client related activities.
•Contributes to the effective launch of Managed Print Services and Solutions by providing industry specific expertise or market knowledge as appropriate.

Engaging clients through thought leadership:

•Ability to create new opportunities within their sector
•Ability to articulate a strategy that links into clients drivers in share of wallet within their sector and to drive effectiveness in their document processes
•Generate innovative ideas, challenge current thinking and achieve buy in from the stakeholders
•Ability to understand /articulate Enterprise Wide Document Outsourcing
•Support Service Development and Marketing with market knowledge to develop new offerings 
& relevant campaigns.
•Seen as MPS thought leader and sought out by the client for advice on business problems and
opportunities / solutions. 

Demand creation & capture:
•Generate new sales business opportunities (BO) through direct engagements with the client
•Develop strategy to execute BO & competitive win strategy
•Ensure appropriate engagement within client political/stakeholder map
Building relationships to maximize opportunities:

•Engage and build alliances relationship to maximize opportunity
•Build trust, engage and develop senior client relationship
•Have the ability to move through an organization / industry and become a trusted advisor at all
levels

Leading Business opportunities(BO):

•Plan & deliver BO through building internal sponsorship as well as client sponsorship
•Monitor business opportunity through risk management and identify areas of opportunity to ensure BO is kept on track
•Successfully conclude the BO including contract negotiations with the client
•Develop financial / commercial business plans

KEY RESULT AREAS

•The typical minimum new signings for the BDM role is $40-50M/year (including hardware sales, software & supplies billing for that year)
•The role holder plans, facilitates and conducts complex negotiations, typically over a longer sales cycle to reach long-term agreements and commitments.

QUALIFICATION & EXPERIENCE

•A proven track record in significant/complex consultative services-led sales engagements (likely
             background in BPO marketplace or Systems Integrator)
•Successful proven track record in negotiating and closing high value services/solutions contracts
•Successful proven track record of consistently dealing at C-Level in large organizations
•Demonstrable ability to influence, negotiate and manage objections effectively