EndereçoKey responsibilities for the Head of Business Development North America:
• The Head of Business Development manages the BDE community, defines strategy to capture new logos and leads development campaigns to build a deal pipeline of new logos
• Allocates Business Development resources to ensure and effective implementation of the GTM strategy, identifying priority customers to ensure short- and long-term growth
• Define Business Development plan and sales strategy, leveraging support from marketing, regional leadership, partners, and alliances
• Support BDEs in the preparation of development campaigns; initial value proposition and client approach strategy
• Ensure early and effective qualification of opportunities to ensure efficient use of resources.
• Support BDEs in pre-sales campaign activation including contacts with high-level client stakeholders
• Coach the BDE community in prospecting new clients & act as a last point of escalation
• Understand competitive environment and develop strategies to outperform the competition
• Establish comprehensive view of industry, competitors, and other relevant industries for the benefit of the deal and wider GST positioning.
• Reskill, recruit, and managed BDE community to reach its full order entry potential
• Utilization of GST best-practice (e.g., Price 2 Win, Bluesheet, Deal Health Check, Deal Clinics) to develop winning deal positioning and shape.
• Ability to inform, motivate and inspire others to succeed.
• Leads by example • Establishes a winning spirit in deal team
• Effectively manages internal stakeholders across both Industry/GBU/Group Exec.
• Contribution to ongoing development of best-practice and innovative sales excellence.
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