o Organizes and maintains a knowledge base of competitors’ solutions for proper benchmark in collaboration with the product marketing team

• Inputs to the product development roadmap for the target marke

PURPOSE OF THE POSITION

The Business Development Manager (BDM) role is a member of the European Commercial organization and drives the growth of high margin, “command center” products within the European region.

• The BDM has responsibility to understand specific customer needs for Command Centre - high margin Solutions, typically Retail systems like Point of Sale (POS), Back Office Systems (BOS) and Head Office systems (HOS), Outdoor Payment Terminals (OPT), Payment Platforms (PMT), Forecourt Controllers (FCC) and Advanced Cloud Services (AS), to drive sales together with the regional commercial teams.
• The BDM will work with the regional sales teams, with Marketing and Engineering as well as with various other internal functions to define the solution to be proposed, and consequently implement the sales strategy for the specific market/customer owning the related commercial activities needed to generate new sales.

KEY RESPONSIBILITIES

• Ensure the Order intake for the target product lines and customers:
  o Primary focus on the target accounts and countries

o Secondarily the support of further business opportunities and order Intake within target markets in Europe and to lead the retail expansion into new territories.

• Establish Gilbarco Veeder-Root as credible retail solutions player in Europe, also with for the longer term, by:

o Participating to applicable Retail Solutions tenders
o To create, agree and implement the tactical and long-term sales strategy, for assigned territory
o Presenting the Retail Solutions portfolio to customers
o Building relations with key stakeholders in existing/new accounts and partners

o Responsible for maintaining and creating the required channel network to support GVR retail business within assigned territory for coverage and needed complementary offerings that might help to penetrate and support certain markets or accounts with key solutions.

• Defines and validates the best solution for the customer

o Builds and maintains relations with customers to collect and negotiate solution requirements
o Outlines the solution with its elements in a way to clearly communicate with customers, internally and with 3rd parties involved, including high level design, Statement of Work and Bill of Materials.
o Validates with the involved product Center Of Excellence (COE) the gaps vs customer requirements hence the costs and effort required to close them, as well as the feasibility and the alignment with the roadmap.

o Collaborates to create and execute opportunity plans and account development plans to introduce or expand Retail Solutions into the sales mix.

• Drives and Supports commercial activities

o Establish as a market expert and creates an advisory relation with key customer stakeholders, developing long lasting and high-quality business relationships by instilling trust and confidence.
o Leverages on material from the regional marketing team to deliver solution sales presentation to customers and partners..
o Supports and/or executes commercial demos, exhibitions, VOCs and presentations.
o Develops value proposition for specific customers and designs the customer offer.
o Drives presentations, commercial offers and RFI/RFQ responses providing the right positioning for the proposed solution.
o Educate customers and partners on the solutions portfolio and its values

o Lead and delivers, hands on, commercial workshops, trials and other pre-sales activities

• Understands and processes market needs

o Provides input to VOC activities led by the marketing organization.
o Collects market drivers and specific requirements from any source to prepare for Sales strategy and any product customization, localization or feature development that may be required.

o Organizes and maintains a knowledge base of competitors’ solutions for proper benchmark in collaboration with the product marketing team

• Inputs to the product development roadmap for the target market

o Stays continually in informed about relevant market and regulatory trends, to factor them into the solution design.
o Conveys market intelligence to the marketing function to feed the product improvement processes
o Develops and submits requirements to the European Product Planning Group (PPG) and has ownership for initial milestones (MS-0 and MS-1) submissions for what concerns Retail Solutions.

REQUIRED SKILLS: EDUCATION, EXPERIENCE / KNOWLEDGE, ROLE SPECIFIC SKILLS

Self-motivated, influencer. with capabilities of synthesis and analysis. Team worker. A doer who isn’t scared to get hands dirty with details and operative tasks when needed but can still see and manage the big picture and report to C-level, internal and external, adapting the communication to the context. Likes an International multi-cultural environment and is ready to travel as needed.

• Presentation skills (to engage and present up to C-level suite)
• Excellent communication and interpersonal skills and an ability to motivate and manage at all levels, specifically regarding “mixed” teams and heterogeneous customer groups.
• Consultancy skills – is able to influence and advise the customer due to established relationships and an in-depth knowledge of the customer’s business
• Ability to create and convey a vision and to identify strategic opportunities.
• Negotiation skills (to negotiate up to large business terms)
• Contracting / legal skills (to draft and negotiate contracts)
• Fuel retail business background or experience
• Experience in sales management, account management and complex sales

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WHO IS INVENCO by GVR
Invenco by GVR is a dynamic and innovative force in the technology-driven retail solutions. Born from integrating groups within the Gilbarco Veeder-Root network and the strategic acquisition of technology companies worldwide, our foundation is built on tech expertise. With a diverse set of industry leaders including Orpak, Invenco, Insite360 & GVR, we have formed a network of excellence. Our team members are located in over 20 countries and we are proud of the global diversity of our teams.