Business Development Director, DACH

at  Star global technology company

Munich, Germany; Hybrid
Current Directors or Senior managers, consulting engagement directors, and those involved in business development, sales, and delivery may apply. Focus on developing client relationships, developing new business, and expanding existing client relationships and projects.
Location: Ideally, Munich or Frankfurt, Germany, or another EU Location.
Willingness to travel within DACH and to Star office locations, and elsewhere, as may be required by Star.

THE OPPORTUNITY

Working directly with the Global Head of Automotive & Mobility, you are currently an energetic, sales and execution-oriented Business Development lead, senior project manager, or consulting engagement leader looking for your next challenge. This is a role that will give you the freedom to prove yourself and be in charge of moving our business in DACH forward.
Your focus in this role will be on Star’s development & sales growth in Germany and the other DACH countries (Austria and Switzerland), with a clear focus on short, medium, and longer-term revenue generation and associated profitability (with other assignments, as may be required and agreed). This is an opportunity for someone already in such a business development position or a senior consulting manager ready to step up and develop new and existing client relationships.
The chosen candidate will focus on Automotive & Mobility but will not be limited to that sector alone, as many industries are converging all of the time. You will focus on acquiring new logos for Star, building the DACH client base across Automotive & Mobility, as well as serving the other verticals/sectors, such as discrete manufacturing, healthcare, life sciences, and financial services/FinTech.
You will possess a mix of business development and sales orientation, client problem-solving skills, and pragmatic, hard-headed sales execution, delivering on clear revenue goals, and be keen to develop your career further in an environment that will give you the freedom to grow your own ‘business-within-a-business’, and be supported by a global team. You will be a self-starter who seizes opportunities and has a background in both consultancy-led sales and project delivery.
Together with the Head of Automotive and Mobility, you will define, create, sell, and run (as well as own) initiatives that will expand DACH revenues, increase margins, and add to Star’s market share through our ability to attract, retain, and grow our customers via impactful, high-value-adding offerings. You will be able to do this in both German and English.

QUALIFICATIONS

Must have:

• 6-8 years of experience in strategy, design, technology, or IT consulting services and working in the digital world. This should be in either:
• a top management consulting firm;
• a technology and solution provider; and/or
• a technology solution provider to the automotive & mobility, discrete manufacturing, financial services/FinTech, and healthcare & life sciences sectors.
• Demonstrate a proven ability to understand the challenges facing a typical enterprise
• client in the Automotive & Mobility sector, as well as in the other industry verticals/sectors detailed above;
• Have demonstrated an ability to meet sales targets;
• Demonstrate the ability to manage the customer engagement and sales process, including but not limited to customer acquisition, sales, customer management, account management, and client development (both “hunting and farming”);
• Demonstrate exposure to the technology and corporate innovation ecosystems and experience engaging with C-level leaders and the management layers in enterprise clients below;
• Demonstrate the ability to balance a self-starter mentality with the need to adhere to agreed processes;
• Advanced proficiency in the German language (being a native German speaker or possessing near-native fluency), as well as excellent English for business interactions.

Should have:

• A clear focus on clients and solving their problems and success in bringing short, medium, and longer-term revenues to Star;
• An understanding of design thinking, software development and engineering processes;
• An ability to deal with differing customer groups across Automotive & Mobility, Discrete Manufacturing, Financial Services, FinTech, Healthcare, and Life Sciences; clients, start-ups, and others within the DACH region;
• A willingness to ‘go the extra mile’ and seek to build longer-lasting client relationships and derive revenues from these relationships.

• Report to the Global Head of Automotive & Mobility on all business development, including sales and project-related activities, based upon clear business development and sales targets;
• Lead the way in DACH client relationship development, client management/business development & sales and become recognized as such by clients in the DACH region for Automotive & Mobility, as well as for the other leading industry verticals within DACH (as detailed above);
• Manage the entire sales lifecycle from research, opportunity identification & qualification through to closing deals, overseeing successful sales contract closing, ensuring effective delivery against client requirements, and last but not least, increasing client satisfaction;
• Take responsibility for identifying target clients and businesses and defining and delivering a DACH sales plan (working together with the Global Head of Automotive and Mobility as part of the overall Automotive and Mobility Business Plan) to cover core Automotive and Mobility, and other sectors as required;
• Execute the sales plan and close projects with large enterprises, well-funded start-ups, and strategic investment portfolio businesses (private equity investments);
• Spend the majority of your time in the field in DACH, developing and leveraging relationships through personal meetings, presentations, and relevant networking with existing and potential new clients;
• Work with clients and the broader Star team to determine project requirements and specifications;
• Co-own the commercial funnel for DACH, ensuring that there are high-potential clients at each stage and a continuous and growing flow of new relationships, new deals, and repeat clients;
• Influence other team members and act as a mentor in their development, as well as taking ownership of projects with internal functional departments;
• Develop a high level of confidence, trust and credibility with clients based on the quality of work delivered by the team;
• Provide concise, mature, and constructive feedback where required.