BUSINESS DEVELOPMENT MANAGER

Northern Italy (Homebased or Office Based in Verona)

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Business Development Manager

Job Department: Sales

Location: Northern Italy (Homebased or Office Based)

Contract details: Full Time, Permanent

Contact: hrarithmos@arithmostech.com

Position Description

The purpose of this role is accelerating Arithmos’ business growth. The main focus is to accomplish this by generating revenues through an account planning, territory planning, researching prospect customers, using business development strategies and completing field-based marketing and business development activities within a defined set of prospects, territory or vertical. The role highly demands value selling, actively understanding the customer needs and proposing winner solution approach, demonstrating best practice sales models with an excellent engagement skill with the stakeholders.

Principal Accountabilities

Demand Generation, Pipeline and Opportunity Management:

  • Creating effective and specific account plans to ensure revenue target delivery and a sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
  • Building an eligible pipeline and follow a disciplined approach to maintaining a rolling pipeline. Keeping pipeline current and moving up the pipeline curve. Using the CRM system effectively and keeping the CRM records accurate and update.
  • Advancing and closing sales opportunities – through the successful execution of the sales strategy and roadmap. Collaborating with and management team on negotiation of close strategy and contracting.
  • Achieving and exceeding the monthly and annual revenue targets.

Customer Relationship Management:

  • To identify, contact, and visit potential clients and partners.
  • To present the company by attending and exhibiting at conferences & events.
  • To communicate regularly and network with client representatives and key industry people.
  • To follow up industry news, market conditions, client’s financial status and technology changes.
  • To pick up requests for information (RFI) and requests for proposal (RFP).
  • To prepare bid grids, company presentation slide sets and support marketing campaigns.
  • To present/ moderate/ facilitate at bid defence meetings and other company presentations.
  • To support Finance and Administration in preparing and negotiating confidentiality agreements, master service agreements, and contracts or service orders with clients, partners and vendors.
  • To suggest strategic selling concepts.
  • To review and improve proposals and write executive summaries before they go out to prospects/clients.
  • To propose strategic alliances with suppliers and partners to the Company to provide solid and complete solution offerings to Customers.
  • To identify and secure preferred-provider accounts utilizing different outsourcing business models.
  • To develop mutually beneficial partnerships such as reciprocal business arrangements.
  • To develop and nurture relationships with existing clients to secure and increase the business volume per each client.
  • To communicate customer feedbacks with the internal and external stakeholders, define and execute collaborative strategies to ensure customer satisfaction.
  • To collaborate with project managers to ensure a smooth hand over process from sales to delivery.

Corporate and Professional Development:

  • To contribute to the preparation of market analysis work, business plans, marketing materials like brochures, flyers, newsletters etc.
  • To engage with Marketing, Sales, Management and Delivery Teams to support the improvement of corporate knowledge and experience base, participate internal corporate projects.
  • To initiate and implement improved departmental processes and procedures.
  • To respect sales KPIs, performance management KPIs, and budget.
  • To suggest, participate and/or organize internal and external trainings on business development and sales domain.

At least 4 years’ experience in an IT Services or Consultancy company preferably with services dedicated to Life Sciences.
Experienced in similar roles like Client Executive/Manager, Sales or Pre-Sales Executive/Manager, Business Development Manager.

    Essential Requirements

    • Knowledge of IT and Life Sciences.
    • Aptitude for understanding how technology products and solutions solve business problems.
    • Ability to sell solution, services, and consultancy.
    • Ability to negotiate complex deals.
    • Ability to leverage other teams, such as the internal sales force, pre-sales, services consultants, product managers, finance, and external stakeholders.
    • Strong communication, collaboration, negotiation and executive presentation skills and ability to provide insight and thought leadership to senior level executives.
    • Evidence of relationship building skills with an ability to grow and nurture relationships.
    • Exhibits characteristics of self-starting, risk management, engagement with the team and a drive to success.
    • Must be proficient in both oral and written communication skills.
    • Fluent in English.
    • Willing to travel (up to 30%).

      About Arithmos:

      At Arithmos, our mission is to support our clients in embracing digital transformation that allows them to develop therapeutics for patients in a smart, innovative, and cost-efficient manner.
      We are industry-leading experts who combine the knowledge of processes and technologies to exceed the needs of our clients in the Life Science industry.

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