Business Development Executive, EU

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Requirements:

• Minimum of 7-10 years of consultative sales experience with a proven track record of driving a complex sales process to closure, preferably in a technical sales capacity
• Lead generation and pipeline management experience required
• Previous experience using Salesforce or other CRM required
• Business acumen, financial analysis and reporting experience required
• Possess excellent understanding of world class manufacturing principles, methodologies and practices
• Possess an excellent understanding of supply chain optimization processes and practices to create an aligned and efficient value chain preferred

Responsibilities:

• Deliver individual and collective sales revenue targets with prospective clients
• Leverage, facilitate and drive CCi’s ERA3 sales methodology to ensure a systematic approach to opportunity development (discover, diagnose, design and deliver) through to opportunity closure and implementation success in coordination with the broader team
• Ensure all communication and sales activities are documented and updated regularly in our CRM system to facilitate governance and reporting metrics
• Using a consultative approach, own the diagnose, design and close stages on the sales process and have the knowledge and contacts to bring in the right experts at the right time to support the closing of that sale
• Identify the decision-makers and influencers, understand the symptoms and causes discovering the prospect’s problems and challenges (pain points), mapping CCi value proposition to provide solutions to the prospect’s needs, and making CCi relevant to prospects
• Develop a value hypothesis (including client return on investment) that will establish relationship/s with the C-Suite and core decision-makers, and create deep, meaningful and relevant engagements with qualified prospects
• Coordinate face-to-face meetings with prospect clients and work with inside sales to conduct demo presentations and to continue to drive the sales process through client prospect relationship management
• Manage the facilitation of proposals and negotiations while identifying and influencing key decision makers both externally and internally
• Work closely with the Head of Sales Operations on the negotiation and execution of commercial and legal contracts (NDA’s, MSA’s, License Agreements and SOW’s)
• Develop and manage to accurate and timely budget and forecasts
• In conjunction with the Head of Sales Operations prepare weekly progress, pipeline and forecast reports to review with the regional team
• Maintain product and services knowledge keeping abreast of CCi available and future offerings, ensuring a strong informed knowledge base