GIB is a software, services and technology partner of SAP with a strong market position in the supply chain space. GIB solutions are certified SAP Add-On’s that meet the complex supply chain process requirements of companies from all segments and industries that desire advanced tools within their SAP system. More than 600 companies globally have discovered the benefits of the GIB suite, and are enthusiastic and vocal proponents of GIB.
Since the foundation of the company in 1969, ifm has shaped industrial automation through continuous developments in the field of sensors, controllers and systems. The customer has been at the focus of our activities since our founding. We have 125,000 customers in more than 70 countries with an annual turnover of 900M Euro globally and 7,000 employees. We provide the full, end to end value chain in cutting edge Industrial Automation spanning from R&D through production into sales and after sales services. With over 4,500 products covering all areas of automation and software integration for Smart Factory Processes, ifm is well positioned to deliver solutions to address the emerging Industry Internet of Things market, also known as Industry 4.0.
The combined expertise of GIB and ifm uniquely position this newly formed joint venture to bring innovative, end to end “Internet of Things” (IoT) solutions to the industrial market place based on the latest technological advances in the SAP Cloud Platform.
This Job Specification is provided as a guideline of the main duties & focus for work as a GIB New Business Development Representative. These duties may change from time to time, in reaction to the companies’ marketing strategies, and in consultation with your Manager.
The main objectives for this position are to build market awareness, expand the sales pipeline, qualify leads, and nurture opportunities until they are ready for sales execution.
A solution in GIB’s definition consists of:
Standard software package providing enhancements to supply chain functionality in SAP ERP focused on demand planning, inventory management, production planning and procurement
Services: consultancy, implementation as well as installation when required
Coordinate customer projects from quotation to system integration to training and go live
To reach this goal, GIB USA needs to hire a New Business Development Representative to identify and develop sales opportunities within a pre-defined set of prospect companies.
The primary responsibility is to develop and execute multi-channel, go to market strategies to grow the GIB USA customer base. This role is ideal for a new business development professional seeking or expanding their career in the software and machine learning technology industry. GIB has a unique and valuable suite of solutions that need broader market awareness in the US to match our success in Europe. The ideal candidate will leverage data driven marketing tactics combined with a solution selling approach to successfully incubate and grow the US market. The market focus will be existing SAP customers.
In this role, you are responsible to:
Identify companies that have supply chain challenges that can be addressed by the GIB suite of solutions
Create new business opportunities within an assigned group of customers, via telephone, email, social media or direct marketing
Follow up on leads and corporate marketing initiatives
Work closely with management to develop strategies to effectively reach the target customer base to generate awareness and opportunity
Develop and execute a sales pipeline build strategy to optimize account penetration and revenue (e.g. via social media, email or direct marketing)
Identify qualified sales opportunities in both new and existing customer accounts through well-planned demand generation efforts and marketing campaigns
Use your initiative and supply chain knowledge for outbound cold and warm calling of new leads to successfully position our product portfolio to serve their needs and build a strong long-term relationship.
Qualify sales opportunities based on budget, need, authority and timeframe criteria
Proactively track and follow up any open sales tasks to ensure leads are moved through the sales pipeline
Proactively provide information and regular product updates to your customer & prospect contacts, taking into consideration their varying job roles and responsibilities
Handover qualified sales opportunities to colleagues for sales demonstrations and final sales execution tasks
Regular maintenance of data in our Customer Relationship Management (CRM) system, ensuring that ALL customer data in your area of responsibility is up to date
Accountable to individual and team commitments
The expectation is to incubate and build the business quickly, then grow the team with the opportunity to move into a leadership role or Solution Advisor/Outside Sales role
Bachelor’s degree or similar experience in Business or Engineering
At least two years of related sales experience
Possess “Sales DNA” – positive attitude, aptitude, inquisitiveness
Well established team and customer orientation; ability to work independently
Outstanding phone presence – enthusiasm, professionalism
Excellent communication, organization and problem solving skills
Value Selling; able to articulate to potential customers the business value of an investment
Ability to identify & prioritize opportunities
Strong writing and verbal communication skills; ability to utilize a combination of formal authority and persuasion skill sets.
Experience selling to key decision makers
Proven track record in target achievement
Willingness to learn
Quick learner and ability to drive successful results with limited supervision
Ability to translate ideas into strategy as well as strategies into execution
Understanding of supply chain processes and the use of technology to improve operations is a plus
SAP sales, or software sales, experience a plus
GIB USA is an Equal Opportunity Employer and does not discriminate on the basis of race, color, religion, gender, national origin, age, disability or handicap, marital or protected veteran status, genetic information, sexual orientation, gender identity, or any other category protected under applicable federal, state or local law.