Business Development Manager, Border Automation – Eastern USA (ATL)

GOVERNMENT: The Business Development Manager serves as a global single point of accountability to a large number of small accounts for Border Automation solutions in the Americas.The Business Development Manager for Border Automation develops new business and expands sales coverage for emerging and existing small accounts specific to the US CBP APC program, in addition to ABCGates and ABCKiosks projects in the Americas (NAM, LAC). He/She manages the overall relationships with clients at all possible levels and ensures along the regional sales management team customer loyalty and satisfaction.

Key Responsibilities:

Promoting the value and benefits of the Clients Border Automation Products & Services Portfolio through appropriate engagement of Solutions Designers and Product Managers when necessary
Developing & leading sales strategy in coordination with the regional sales management for all the small accounts
Managing a large number of small accounts and be responsible for all related sales and growth
Managing accounts with size of less than a million USD each in yearly revenue, achieving or exceeding Sales targets for all the small accounts
Prime Sales from prospecting to closing including obtaining the necessary internal approvals
Managing Client's relationships. Monitoring overall Customer Satisfaction and intervening on demand in issue resolution or in case of crisis
Developing and understanding the customer's requirements, business environment and strategy to ensure significantly higher revenues, accrued with increased customer satisfaction
Identifying competition and competitive actions within the assigned accounts and communicating information to Marketing. Taking actions to reinforce Clients presence
Help assessing in the filtering of leads, assess the viability of the prospects and most important ensure clarity and qualification of the opportunities.

Qualifications:

Education and Professional Qualifications

Masters, MBA level desired
A combination of academic Qualifications in both Technical and Business subjects is a plus.

Languages

Fluent or native English, Portuguese and Spanish are required
French is a plus.

Experience

5+ years proven experience in the Border Automation market (including ABC Gates and Kiosks, and US CBP’s APC program)
Proven successful experience in Business development and sales in North and Latin Americas, and the Caribbean
Proven existing relationships with government institutions in the Americas, including Immigrations and Border Security agencies
Sales record with both private (airport), and public (national, regional government agencies), customers
Sales of complex and large deals, including financial structuring, negotiations and closing.
Revenue Growth and business development
Customer service experience when dealing with large number of accounts
Large experience in managing sales for small to medium accounts
Experience in facilitating and participating in account development plans
Client relationship at middle management level.

Knowledge and Skills

Very good understanding of Government, Border Management, Airport and Airline business
Strong knowledge of regional Border Management dynamics and of Border Automation initiatives
Familiar with the differences in business models of client's competitors
Knowledgeable of emerging business trends in Border Management
Good understanding of Client's business and how offerings complement each other to create a winning value proposition to address client needs
Very strong knowledge and experience with Border Automation products
Good knowledge of using sales processes and opportunity management
Good understanding of major components of financial management
Takes a proactive approach to identifying new business opportunities
Is comfortable with networking and cold calling to find new prospects
Priorities on prospecting to expand customer base for new opportunities
Continually looks to meet new people as a way to expand contact base.