Business Development Manager - Germany, Austria, Switzerland

at  Sepura

There are more than 250 commercial TETRA installations in Germany, Austria and Switzerland. We have been successful to turn several previous AIRBUS customers to refresh their TETRA radios with Sepura, such as Munich and Cologne public transport.
There are further opportunities to look at such as other public transport organisations but also prisons to be addressed with a specific AppSPACE application to cover their requirements and many more.
We have a list of 321 organisations in Germany, who have applied and received licences for frequencies for 5G Campus infrastructure. The actual installations are in different phases. These are the basis for opportunities for sales of Broadband radios to be explored, while the list of licensees for the frequencies grows.
The new BDM for DACH will help assess and address these opportunities in TETRA as well as in Broadband environment.

REQUIRED SKILLS:

• An inspirational Sales Professional with a proven track record in building Customer Relationships and delivering results within TETRA and Private Wireless echo systems.
• Used to selling tech products with ideally an understanding of the telecom business and the public sector, someone who worked with Sepura customers could also be a great fit!
• Strategic mindset, ability to identify business opportunities and win new and additional business with these customers.
• Excellent stakeholder management, able to set clear direction, priorities and focus, as well as network, motivate others and build lasting partnerships including at senior levels of the organization.
• Influencing and persuasive selling skills
• Great autonomy and self-discipline
• Bachelor or higher degree
• Solution-orientation, customer focus and accountability
• Excellent networking and presentation skills, self-driven and proactive
• Fluent in German and English
• Ability and willingness to travel extensively in the region
• Based in the region, preferably in Germany

• Maintain crucial portfolio of existing Commercial TETRA business
• Develop and grow Sepura’s business in the region DACH, including Germany, Austria and Switzerland.
• In line with growth projects, develop and drive the strategy for commercial TETRA and commercial BROADBAND across the footprint of the region (DACH)
• Reinforce the relationship with existing distributors and partners, as well as explore potential new routes to market to address new market segments or verticals.
• Engage with end customers together with local partners to keep a direct touch on the business and make efficient lobbying in the market and the industry
• Identify, qualify, consult and develop value propositions enabling the sale of Sepura TETRA and BROADBAND solutions
• Develop strong Account Plans together with internal and external stakeholders that lead to business for accounts under scope
• Identify and share customer strategies with relevant product managers to ensure product development is aligned to changing customer needs
• Ensure that solutions are fully scoped with robust pre- and post-sales engagement and commitment from solutions engineering, pricing and operational teams
• Leverage AX tool by building and managing your sales pipeline
• Negotiate business opportunities and tenders
• Represent Sepura in relevant industry, vertical and marketing events.