Our Business Development Managers are responsible for executing an account-based go-to-market strategy, connecting with prospects and building new business & opportunities for the field sales teams. This role is a fantastic way to jump-start a career in field sales. Business Development Managers generate qualified opportunities for our sales organization through relevant and engaging go-to-market strategies including events, campaigns, social selling, and various prospecting activities in order to understand our prospect’s business needs and while consistently delivering the Logility value proposition.
Come join our top-notch team of Business Development professionals at a top-ranked global software company!
Responsibilities
Strategic Prospect Engagement & Planning
- Strategize and develop new relationships in targeted industries and functions
- Drive strategic dialogues to identify prospect’s business objectives, supply chain requirements & challenges
- Build prospect’s confidence in Logility and our solutions
- Deliver Logility value proposition and go-to-market messaging and assist field sales in the development of customer presentations and engagements, ensuring that there is a common understanding of alignment and next steps, and effectively articulate the value in using the Logility solutions
- ABM strategy, support & execution
- Liaise between marketing & sales
- Collaborate with internal resources as necessary to develop opportunities
- Participate in forums, conferences and industry events to identify & generate new opportunities
- Best practice for event preparation, participation, execution and follow-up
- Participate & contribute to weekly team calls
- Proficiency in The Challenger Sales Methodology – leverage and incorporate into go-to-market messaging
Relationship & Opportunity Development
- Demand Creation: Influencing and developing opportunities within target accounts for pipeline development
- Actively manage group of assigned accounts to create new opportunities and pipeline
- Follow the Business Development defined process and strategies to build strong pipeline of new/unexplored opportunities and achieve targeted new qualified opportunities
- Maintain pipeline of new opportunities within the region to achieve targeted qualified opportunity quota
- Focus: Identify, research & manage a dedicated set of targeted accounts to maintain focus and specialization in preparation for action
- Identify & develop effective relationships with decision makers, influencers and key contacts within targeted customer organizations in respective region, to ensure maximum leverage for Logility interests
- Research, collect & analyze target accounts financial information, critical business processes and/or system needs
- Research, collect & analyze supply chain, and specific industry trends, challenges and investment areas
- Provoke & Nurture: Business Development Managers present challenging messages, talk with multiple contacts on key ideas, and nurture the relationship over a period of time
- Develop provocative messaging to then confidently communicate with various senior executives, seeking to challenge them to take action to improve results/ generate value
- Use independent judgment to create, analyze and execute pre-packaged multi-part marketing and lead-generation programs
- Leverage expertise and add significant credibility by working closely with presales and product management to develop opportunities
- *Engage: *Business Development Managers engage accounts to start discussing a proposed sequence of next steps in the sales cycle. Even after ‘passing’ on the qualified opportunity to the field sales rep, the Business Development Manager continues to provide support as needed throughout the process to promote the opportunity through to close
- Participate in the first portion of the sales cycle by driving engagement and building relationships with key decision makers and executives at assigned target accounts
- Drive the customers through the entire opportunity development process with goal of having them engage on a sequence of actionable next steps with the sales team
- Use independent judgment to qualify and validate inbound and outbound leads via the phone, web, email, corporate events and direct mail campaigns
- Track relevant sales activities in the CRM system (e.g. call activity, lead qualification details, lead pipeline, opportunity pipeline) to aid in maintaining communications within sales, and track history of target accounts
- Identify and qualify prospect’s project needs, budget, timelines, business issues and obstacles for transition to the appropriate sales individual to win the business
- Use professional experience to overcome objections and effectively communicate Logility’s value propositions to key decision makers
- Leverage skills to reach decision makers and schedule engagements via direct prospecting and cold calling
- Communicate effectively with Sales management in-person, via phone, e-mail and regular updates in the CRM system
Qualifications
- Bachelor's degree
- Minimum 2 years business development, inside/outside sales w/ experience in technology services
- Minimum 2 years Supply Chain experience a MUST
- Self-driven, personable, outgoing, helpful, able to initiate conversation and communications in an engaging manner
- Proven track record of exceptional pipeline development
- Ability to work independently and creatively, without requiring specific direction
- Experience of CRM software required (Salesforce, Microsoft or other)
- Superior oral and written communication skills
- Quarterly travel required
- Candidates MUST be located in Europe
- Candidates MUST speak German and English fluently
- Candidates fluent in French or Spanish also considered
About Logility
Accelerating the digital supply chain from product concept to customer delivery, Logility helps companies seize new opportunities, sense and respond to changing market dynamics and more profitably manage their complex global businesses. Logility Voyager Solutions™ leverage an innovative blend of artificial intelligence (AI) and advanced analytics to automate planning, accelerate cycle times, increase precision, improve operating performance, break down business silos and deliver greater visibility.
Logility’s Software-as-a-Service (SaaS)-based platform transforms sales and operations planning (S&OP) and integrated business planning (IBP) processes; demand, inventory and replenishment planning; global sourcing; quality and compliance management; product life cycle management; supply and inventory optimization; manufacturing planning and scheduling; and retail merchandise planning, assortment and allocation.
Logility customers include Big Lots, Fender Musical Instruments, Husqvarna Group, Parker Hannifin, Verizon Wireless, and VF Corporation. Logility is a wholly owned subsidiary of American Software, Inc. (NASDAQ: AMSWA), named one of the 100 Most Trustworthy Companies in America by Forbes. To learn how Logility can help you make smarter decisions faster, visit www.logility.com.
