Schneider Electric Canada has an exciting opportunity within the Home & Distribution Division. We are looking for Director Business Development – Home Builder Program. This new role will be instrumental in helping to build a new team of high performers that will improve our organization’s market position and achieve financial growth. This role will be responsible for defining long-term organizational strategic goals, building key customer relationships, identifying business opportunities, negotiating, and closing business deals maintaining extensive knowledge of current market conditions.
The Director Business Development has the responsibility to work with the internal team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue for their organization. To achieve this, they also need to find potential new customers, present to them, ultimately convert them into clients, and continue to grow business in the future.
The Director Business Development will also help manage existing clients and ensure they stay satisfied and positive. The role will require direct contact clients, often being required to make presentations on solutions and services that meet or predict their clients’ future needs.
Job Description
The primary role of the Director is to develop, refine and execute the Canadian Home & Distribution (H&D) strategy for building direct relationships with residential Home Builders nationally. There will be a focus on expanding/growing our market share taking into consideration market research, data management, market trends, value proposition, business cases, competition analysis and customer/segment targets.
They must develop a rapport with new Home Builder clients by networking, cold calling, advertising or through other means that generate interest from potential clients and set targets for sales and provide support that will continually improve the relationship. They and the business development team members are also required to grow and retain existing accounts by presenting new solutions and services to clients. They must then plan persuasive approaches and pitches that will convince potential clients to do business with the company.
The Director Business Development will work with senior level executives, as well as mid-level management, marketing, and technical staff. Strategic planning is a key part of this job description, since it is the Director’s responsibility to ensure a pipeline of new business coming into the company is successfully built. This requires a thorough knowledge of the Home Builder market, the solutions/services the company can provide, and of the company’s competitors.
The Director will also be responsible for annual planning, price positioning, forecasting, reporting, product roadmap, campaign development and channel programs.
The main duties of the Business Development Director and team can be summarized as follows:
New Business Development with Home Builders nationally
Develop relationships with existing and new Home Builders (C-Level) nationally your market in order to develop awareness of the Schneider H&D Connected Living products and build/maintain a robust pipeline of opportunities
Meet potential clients by growing, maintaining, and leveraging your existing network.
Set up meetings between client decision makers and company’s practice leaders/Principals.
Plan approaches and pitches
Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives
Participate in pricing the solution/service
Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion
Use a variety of styles to persuade or negotiate appropriately.
Present an image that mirrors that of the client while upholding and displaying the strong values that Schneider promotes
Client Retention
Present new products and services and enhance existing relationships
Work with technical staff and other internal colleagues to meet customer needs
Arrange and participate in internal and external client debriefs
Business Development Planning
Own the decisions concerning which industry events Schneider attends, sponsors, and is involved with
Attend industry functions such as; association events and conferences, and provide feedback and information on market and creative trends
Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels
Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales
Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators
Management and Research
Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
Forecast sales targets and ensure they are met by the team
Track and record activity on accounts and help to close deals to meet these targets
Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner
Ensure all team members represent the company in the best light
Present business development training and mentoring to business developers and other internal staff
Research and develop a thorough understanding of the company’s people and capabilities.
Understand the company’s goal and purpose so that will continual to enhance the company’s performance.
Act as a liason between product management group and sales
Qualifications:
Bachelor’s degree or College Diploma required
>8 years of experience managing teams, including 3 – 5 years in similar level role
Existing network and experience in the Canadian Home Building industry
Strong Leadership and ability to excel within a cross-functional team environment to ensure that multiple objectives from key stakeholders are met
Self-starter with strong multitasking ability, strategic thinking, initiative
Analytical skills to derive strategy and business decisions
Ability to travel nationally and internationally will be required
(External) English Qualifications:
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Why us?
Schneider Electric is leading the digital transformation of energy management and automation. Our technologies enable the world to use energy in a safe, efficient and sustainable manner. We strive to promote a global economy that is both ecologically viable and highly productive.
€25.7bn global revenue
137 000+ employees in 100+ countries
45% of revenue from IoT
5% of revenue devoted for R&D
You must submit an online application to be considered for any position with us. This position will be posted until filled
It is the policy of Schneider Electric to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct. Concerning agencies: Schneider Electric does not accept unsolicited resumes and will not be responsible for fees related to such.
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