Industry Sales Developer | Business Development Executive - Industrial and Manufacturing
Job Location: East Coast or Mid-West
Job description:
The role is responsible for the engineering sales for Engineering, Research and Development Services to ensure effective sales strategies are in place to achieve revenue and profitability objectives for the company. We also partner with other departments within Capgemini to remove roadblocks and develop data/tools to accelerate sales and lead key customer relationships.
Key Responsibilities:
- We bring company's engineering services value to major clients in North America.
- Present, promote and sell Solutions / Services using validated arguments to existing and prospective customers
- Lead Generation, Qualify, Negotiate and Close opportunities for client with the objective of driving profitable growth.
- Researching, mapping, establishing, developing and maintaining positive relationships with prospects and client team members.
- Building and handling Qualified Sales pipeline consistent with account strategy.
- Our Sales Developers analyze the territory / market's potential, track sales and status reports.
- Leading client relationship independently or with support from Client Partner or Client Leader; Listening and working jointly to identify the client's biggest engineering challenges, preferences and purchasing triggers.
- Structuring and crafting deals for Value, demonstrating and providing input on offerings, services, capabilities.
- Responsible for order booking and deal profitability of the client business with objective of growing the business.
- Developing repeat business by understanding client context, upselling and cross-selling; Developing Case and return on investment; Providing strategic inputs to shape the client value proposition and crafting successful pitches.
- We closely monitoring client engagement levels, conducting periodic business reviews and undertaking measures to gain traction with the client.
- Achieve agreed upon sales targets and outcomes within schedule.
- Responsible for updating deal status and supervise success in a timely manner in our CRM software.
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Requirements:
- 7+ years of Sales experience (80% hunter / 20% account management) selling product engineering and technology services.
- 5+ years of industrial machinery and manufacturing engineering services.
- Strong background in solution selling Physical, Systems and Digital Engineering, IOT, IIOT, Connectivity, Smart Manufacturing (Industry 4.0, MES, MOM etc.) and Digital Continuity (CAD, PLM, ALM)
- Ability to sell creative, sophisticated business models to the client.
- Won and led deals of $5-10 million annually and independently.
- Track record of deep, consultative, trust-based relationships and strong knowledge, understanding of client's business with strong client references.
- Proven track record to build senior-level client relationships.
- Develop sales plan for the assigned geography and individual Account Plans.
- Identification, mobilization, and management of internal and external partners for achieving revenues.
- Understands and drives company strategy (financials, offerings, segments, target accounts)
- Ability to lead one large or multiple small programs.
- Strong understanding of financials, profitability, and cash flow.
- Passionate about value selling and high-value models of selling.
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Life at Capgemini
Capgemini supports all aspects of your well-being throughout the changing stages of your life and career. For eligible employees, we offer:
- Flexible work
- Healthcare including dental, vision, mental health, and well-being programs
- Financial well-being programs such as 401(k) and Employee Share Ownership Plan
- Paid time off and paid holidays
- Paid parental leave
- Family building benefits like adoption assistance, surrogacy, and cryopreservation
- Social well-being benefits like subsidized back-up child/elder care and tutoring
- Mentoring, coaching and learning programs
- Employee Resource Groups
- Disaster Relief
About Capgemini Engineering
World leader in engineering and R&D services, Capgemini Engineering combines its broad industry knowledge and cutting-edge technologies in digital and software to support the convergence of the physical and digital worlds. Coupled with the capabilities of the rest of the Group, it helps clients to accelerate their journey towards Intelligent Industry. Capgemini Engineering has more than 55,000 engineer and scientist team members in over 30 countries across sectors including Aeronautics, Space, Defense, Naval, Automotive, Rail, Infrastructure & Transportation, Energy, Utilities & Chemicals, Life Sciences, Communications, Semiconductor & Electronics, Industrial & Consumer, Software & Internet.
Capgemini Engineering is an integral part of the Capgemini Group, a global leader in partnering with companies to transform and manage their business by harnessing the power of technology. The Group is guided every day by its purpose of unleashing human energy through technology for an inclusive and sustainable future. It is a responsible and diverse group of 340,000 team members in more than 50 countries. With its strong over 55-year heritage, Capgemini is trusted by its clients to unlock the value of technology to address the entire breadth of their business needs. It delivers end-to-end services and solutions leveraging strengths from strategy and design to engineering, all fueled by its market leading capabilities in AI, cloud and data, combined with its deep industry expertise and partner ecosystem. The Group reported 2023 global revenues of €22.5 billion.
Get the Future You Want | www.capgemini.com
Disclaimer
Capgemini is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law.
This is a general description of the Duties, Responsibilities and Qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed. Whenever necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodations that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodations do not pose an undue hardship.
Capgemini is committed to providing reasonable accommodations during our recruitment process. If you need assistance or accommodation, please reach out to your recruiting contact.
Click the following link for more information on your rights as an Applicant http://www.capgemini.com/resources/equal-employment-opportunity-is-the-law
Please be aware that Capgemini may capture your image (video or screenshot) during the interview process and that image may be used for verification, including during the hiring and onboarding process.
Applicants for employment in the US must have valid work authorization that does not now and/or will not in the future require sponsorship of a visa for employment authorization in the US by Capgemini.