Sr Channel Sales representative BMS (H/F)

Job Content

Account management of value added partners (VAR’s) is a primary function of this role, managing the relationships, dealing with pricing enquiries and growing the sales of Niagara, whilst improving margin contribution and cash flow.

• Identification of potential new customers and their subsequent development to become either direct or indirect customers.
• Ownership and responsibility of all customers in the region (internal and external and creating relationships with key customer staff at all levels.
• Day-to day management of business through all Tridium business channels, direct and indirect.
• Contribution to Tridium’s’ strategy and its implementation via market research and business development.
• To regularly ensure that the CRM and other relevant databases are suitably updated and modified to include latest information and impart knowledge to further assist the EMEA team’s ability to create reports and manage sales for both current and new customers.
• Participate and contribute to team meetings and other company events across the organisation
• Preparation and maintenance on a regular basis of business development plans for each new account identified
• Contribution to team sales meetings on a regular basis
• Co-ordination with other BDM’s across Tridium EMEA and globally.

Key Result areas:

• Achievement of sales/orders targets in the Direct/Indirect channel throughout the Region.
• Development of new business and new customers.
• Management of present customer base
• Provision of quality business opportunities leading to strong customer relationships and strategy development opportunities.
• Providing reports of activities and prospects through Salesforce.com and Sales meeting reports
• Provide accurate forecasts of near term potential sales and longer term business

Personal Specification:

• Experienced salesperson with proven track record of developing business with OEM’s, Resellers, End Users, Consultants, Specifiers and their supply chain in the Region.
• Driven individual with ability to work under own management
• Knowledge of the local market structure, procedures and potential customers.
• First rate presentation skills are essential
• Commercial & Technical appreciation of Building Management Control Systems
• Ability to produce sound business/investment plans and proposals
• A total commitment to superlative client service
• Confidence, Energy and motivation to promote and sell product solutions
• Strong team player, highly motivated and self-reliant
• Solid commercial background/awareness.
• Fully conversant with MS packages (Excel, PowerPoint, Word, Outlook, etc).
• Previous experience of the Niagara Framework would be of benefit.
• Knowledge of IT systems infrastructure would be a benefit.
• Experience of Software sales would also be beneficial.

Key Relationships:

• New and existing client base
• Operations Management
• Territory Sales Management
• Tridium Sales personnel and support teams