Business Development Manager - Product Specialist - A&C - Philadelphia / Northern Region Job Details RS Group

About RS Group

Across the industrial design, manufacturing and maintenance worlds, we're the digital destination for product and service solutions to help our customers with the maintenance, repair and operation of their businesses. We provide global access to an unrivalled range of over 750,000 stocked industrial products. Each day our team of experts deliver solutions to resolve our customer's challenges across design, procurement, inventory and maintenance. We consistently strive to deliver the best possible service to all of our customers and challenge ourselves to provide a seamless procurement experience.

We are one team. We deliver brilliantly. We do the right thing. We make every day better. These are our values. They unite our c.9,000 global colleagues and differentiate us from our competition. They are a mix of how we work today and how we must step up for the future. Most importantly, it is one set of values shaped by our people, for our people.

Together, we can make great things happen. Aim for amazing and beyond.

About the Role

Role Purpose

This new role is an exciting hybrid between Product Management and Sales. You'll be spending your time in the field working with customers and current RS sellers, listening to their needs, solving problems and feeding back information to the Product team to help us further develop our offer.

50% of your time should be spent on customer calls with our Key Account Managers. 50% of your time will be spent creating relationships directly with customers on your own. You will also create relationships with strategic suppliers.

• Contribute towards the profitable growth of the Americas business with a specific focus on working with sellers and customers to grow sales in Automation & Control in technologies including Motors, Drives, PLCs, HMIs Industrial PCs and networking.
• Support the success of sales strategies by aligning activity behind them to drive them forwards.
• Use deep understanding of RS Value Proposition and assigned technologies to effectively protect and grow revenue.
• Take ownership of technology projects within accounts and actively drive business through adding demonstrable value to our internal and external customers.

Responsibilities

Identify

• Support and drive Sales by aligning activities behind sales strategies and objectives in an effective and efficient way through joint account planning activities with sales teams.
• Provide technology and supplier insight to our sales teams to drive channel compliance and revenue growth
• Provide seamless integration with Field and Corporate sales strategies.
• Identify opportunities within assigned regional territory and customer base to accelerate growth.

Qualify

• Use current and potential account performance to evaluate and prioritise activity, based on an informed understanding of cost and benefit.
• Evaluate a customer's suitability for opportunities
• Provide a consultative approach when positioning the RS technology and influence the customer's perspective by building value in the mind of the customer to develop competitive advantage.
• Support the implementation of our sales teams account development plans by establishing a broad range of influential customer contacts across all levels of accounts. Support the sales teams in gaining and applying knowledge of the structure & decision-making procedures within customer's accounts.
• Have a genuine interest in, and be empathetic towards, the customer's needs, challenges and objectives.

Implement

• Effectively utilize and co-ordinate internal resources to deliver on projects and targets.
• Create end user engagement that drives channel compliance and sales growth.
• Develop customer account plans with RS' Field Sales Team and independently to deliver performance

Maintain

• Continually identify and exploit opportunities to profitably grow the business and to provide greater efficiency to RS.
• Be the voice of the customer by understanding their future needs and to feed this into the Product Management Team.
• Have a detailed understanding of the product and services offered by key RS competitors within marketplace and communicate the demand for emerging technologies and products to the relevant internal stakeholders.

How I Make a Difference in this Role

• Ownership for the creation of business strategies to drive assigned technology performance.
• Proactively own and drive pipeline ensuring biggest and best opportunities landed through joint planning with Sales Teams.
• Drive Product business strategy and ensure activities are aligned behind this.
• Planning of all resources.
• Support sales capability with respect to your technology concentration by mentoring and coaching teams, and ensuring sales activities are aligned.
• Accountability for customer data integrity and protecting data confidentiality.

Candidate Requirements

Essential Skills & Experience

• Demonstrated ability and track record of new business development
• Bachelor's degree in business or related field or 5-7 years' in business development
• Demonstrated track record of success driving revenue in the target technologies
• Technical knowledge of automation components including Motors, Drives, PLCs, HMIs Industrial PCs and networking in brands including Phoenix Contact, Siemens, Schneider Electric, Moxa and/or Eaton
• Experience of solution-based sales techniques
• The ability to think broadly and in an agile way.
• Excellent written and verbal communication skills
• Recognition that 'attitude' is key to success, consisting of openness, curiosity, confidence, enthusiasm, tenacity, working effectively with others and a strong work ethic.
• Self-motivation with the ability to develop set your own agenda and work independently in a regional field-based role.
• Capability in business planning and sales management.
• The ability to create customer need and opportunities, rather than respond to them.
• Positively challenge to pursue opportunities for Continuous Improvement.
• Have a positive sales mindset and 'Belief' in the RS sales strategy and always be motivated.
• Works well under pressure, whilst creating quality output.
• Ability to problem solve and establish a suitable and appropriate customer solution.
• A high degree of learning agility, emotional intelligence, as well as a deep understanding of who they are / what makes them tick.
• Proficient in Microsoft Office

Desirable Skills & Experience

• Experience with SalesForce software

Equal Employment Opportunity

RS Americas is an equal opportunity employer and maintains policies and practices that are designed to prevent and prohibit unlawful discrimination against any qualified employee or applicant on the basis of race, color, religion, ancestry, national origin, sex, sexual orientation, gender identity, age, military/veteran status, disability, genetic information, citizenship status, or any other unlawful classification to the extent protected by law. This policy of non-discrimination applies to all employment practices, including hiring, compensation, benefits, promotion, training and termination. Employees who engage in unlawful discrimination will be subject to disciplinary action, up to and including termination.

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