The Business Development Manager is responsible for achieving and surpassing service signing and revenue objectives within the assigned territory, targeting at least double-digit year-over-year growth. This role plays a key part in designing and successfully executing the growth strategy for the Services Business in the territory, ensuring strong alignment with company goals and regional market needs.
Key Responsibilities
- Achieve and exceed service signing and revenue targets, ensuring sustainable double-digit annual growth.
- Contribute to the design and successfully execute the service growth strategy for the assigned territory.
- Support the management and evolution of the services portfolio offered to the market.
- Lead demand generation planning in the territory, ensuring strong alignment and articulation with Account Executives.
- Develop and deliver effective presentations to clients and business partners, showcasing Toshiba’s service solutions and capabilities, and demonstrating how these bring value to their business objectives.
- Work closely with Marketing and Business Development teams to conduct client and competitor market analysis that informs demand generation plans and services portfolio evolution.
- Lead and manage service opportunities within the territory, ensuring pipeline growth and evolution in line with signing and revenue plans.
- Cultivate and grow relationships with existing customers to ensure satisfaction and protect the business from competitors, while also generating new customer relationships across multiple retail verticals (grocery, convenience, hospitality, pharmacy, department stores) and exploring prospects in the retail banking industry.
Strengthen these relationships by engaging at decision-making levels, including C-Level executives, to position Toshiba as a strategic partner.
- Collaborate with Solution Design and Delivery teams to build high-value service proposals tailored to client needs.
- Travel as necessary to maintain a presence with customers and strengthen relationship opportunities, attend trade shows, and visit client facilities on a consistent timetable or schedule.
Experience:
- Proven track record of success in B2B sales and complex negotiations.
- Over 5 years of experience in consultative selling techniques with measurable results.
- Over 5 years of experience in the Retail Industry, with solid understanding of customer needs and business drivers.
- Strong proficiency in data analysis, forecasting, and budgeting.
- Demonstrated ability to work effectively in a team-selling environment, maintaining strong collaboration with cross-functional departments such as Account Executives, Marketing, Solution Design, Business Development, and Delivery, to ensure customer and company objectives are consistently achieved.
- Excellent verbal and written communication skills.
- Fluent in English, both verbal and written.
- Consistent achievement of sales quota targets under structured revenue objectives.
- Solid working knowledge of IT Support Services and how these solutions address complex business challenges in retail environments.
- Skilled in preparing and reviewing sales proposals, cost estimates, ROI studies, and RFP responses.
Preferred Skills
- Experience using CRM software (e.g., Salesforce).
- Strong presentation skills.
- Proficiency in Microsoft Word, Excel, and PowerPoint, with the ability to quickly learn additional corporate or industry-specific software.
