The Business Development Manager individually drives market position and achievement of business outcomes through the Demand and Account Management/Commercial Operations Core Process. This position is the core sales position within the company responsible for new business/clients as well as managing/leveraging existing accounts. The Business Development Manager drives results through individual and collective team sales efforts. The position is responsible for leveraging collaboration with internal teams such as Marketing, Sales Development, Solution Engineering, Professional Services, and Engineering in order to drive service and business outcomes. The Business Development Manager also contributes to strategic initiatives and planning through an extensive knowledge of market conditions within their assigned Territory (Latin America).

What You Will Do:

Execute and drive sales strategies in the assigned area of responsibility and meet or exceed sales and revenue targets. Execute ABS Wavesight’s Account Management / Commercial Operations Core Process as appropriate within the assigned area of responsibility. Develop and maintain key client relationships with a focus on prospecting for new clients and business opportunities within your assigned territory responsibility. Also manage existing client relationships to grow existing customers’ annual revenue to Wavesight. Lead the development of visit plans for prospects within your area of responsibility, to include organizing client meetings for ABS senior management. Maintains awareness of the overall ABS service portfolio and promote services/products when appropriate, ensuring peers and teams outside your core responsibility are aware of potential opportunities and needed action. Work with organizational teams to develop capture strategies, proposals and pricing as appropriate. Work with technical staff and other internal teams as needed to meet customer needs.  Provide strategic insight within the assigned area or responsibility related to future business initiatives, market drivers, and competitor activities for inclusion in business planning. Attend industry events and conferences, and provide feedback and information on market and creative trends. Identify opportunities for marketing campaigns within the area of responsibility that will lead to increased sales. Submit reports as needed and ensure data is accurately entered and managed within the company’s CRM system. Forecast sales targets and track activity on accounts to meet these targets.

What You Will Need:

Education and Experience

Bachelor’s degree in business or in an engineering technical field is required Non-degreed professionals may be considered pending level of experience and business requirements MBA or engineering postgraduate degree is preferred Typically 5 or more years of experience in the assigned area of responsibility or market sector is required International experience, either as an expatriate or working with international projects and teams, is required Previous experience in business development or sales in a technical and diverse product environment is preferred

Knowledge, Skills, and Abilities

SAAS Software experience and an understanding of the software industry in general. Maritime industry sales experience preferred. A network of contacts at companies with a maritime fleet is valuable. Familiarity with the Janek Sales Methodology is an advantage, but not required. Demonstrated acumen for sales, business development, and account management with experience in meeting and/or exceeding sales targets preferred. Demonstrated proficiency in developing strategic customer relationships. Strong leadership presence and the ability to quickly establish and build credibility and relationships, externally as well as internally to ABS. History of fastidious attention to CRM hygiene. Excellent business judgment, including the ability to assess the reasonableness and likelihood of success of various business scenarios. Demonstrated technical acumen related to software products previously sold.

Reporting Relationships

Reports to the Director of Sales for the Americas.